IRLF 


HOW  THE  AGENT'S  MANUAL  IS  RECEIVED. 

ZmZ  .    J&,, 

University  of  California. 

GrI"KT    OK 

Alexander  Del  Mar. 


•••-*. 
Accessions  No.  /^7<7?          Shelf  No. 


,es 
nt 


The  Hon.  WILLIAM  BARNES,  Insurance  Commissioner  for  the  State  of 
New  York,  says  :  "  I  cannot  doubt  that  Agents  will  find  the  Manual  con 
venient  and  useful." 

A  General  Agent,  controlling  a  very  large  business,  says  :  "  I  shall 
put  the  Manual  into  the  hands  of  every  one  of  my  sub-agents  and 
canvassers,  with  the  promise  that  he  will  read  it." 

"  We  are  much  pleased  with  the  Agent's  Manual,"  writes  a  General 
Agent,  "  I  have  read  large  portions  of  the  work  aloud  to  several  agents, 
and  all  speak  in  terms  of  praise." 

Another  writes  :    tc  You  have  done  the  Agents  an  immense  service." 

Another  General  Agent,  whose  experience  and  success  equal  those  of 
any  other  agent  in  the  country,  writes  :  "  I  have  looked  over  your  book 
with  much  interest  and  satisfaction.  It  is  a  very  valuable  and  finely  gotten- 
up  book.  Please  send  me  fifty  copies  of  Grade  No.  3,  with  my  imprint  on 
them." 

Another  General  Agent  writes  :  "  This  Manual  is  destined  to  work  a 
radical  change  in  the  Insurance  Agency  business." 

The  President  of  a  prominent  Company  writes :  "  The  Manual  is 
spoken  of  highly  by  all  who  have  seen  it.  I  think  it  a  most  excellent  thing 


or  beginners ;  and  I  have  no  doubt  that  the  principal  Agents  of  the  Corn- 
any  would  gladly  incur  the  expense 'of  a  large  number  of  copies  for  sup- 
lying  their  Canvassers  with  it,  were  it  brought  to  their  notice." 


The    following    is    from    the    BANKING     AND     INSURANCE     CHRONICLE, 
Chicago  : 


"  On  every  page  of  this  work  is  information  of  which  no  Life  Insur 
ance  agent  or  solicitor  should  be  ignorant  if  he  expects  to  succeed  in  his 
calling.  Indeed,  we  have  never  seen  set  forth  with  such  clearness  the  rea 
sons  why  some  men  do  not  succeed  in  the  getting  of  Life  Insurance  poli 
cies.  Dr.  Fish  takes  that  high  standard  for  the  moral  dignities  of  the 
profession  of  Life  Assurance  to  which  it  is  fully  entitled,  and  in  all  of  the 
sixty-four  rules  for  'Beginning,'  'Managing,'  and  'Enlarging'  the  busi 
ness,  as  well  as  'Arguments  in  urging  Assurance,'  and  e  How  to  meet 
Objections,'  he  gives  methods  for  the  guidance  of  the  agent  and  the  solicitor, 
which  are  ennobling  alike  to  the  profession  and  the  practitioner." 


An  effective  General  Agent  writes  :  ft  I  have  perused  every  section  of  the 
Agent's  Manual  with  much  interest.  It  not  only  meets  my  views  of  what 
a  Life  Insurance  Agent  should  be,  and  do,  but  it  certainly  is  a  work  very 
much  needed  among  the  'Profession.'  In  my  judgment  Companies  would 
do  good  service  to  their  cause  by  putting  a  copy  into  the  hands  of  every 
agent  they  commission." 

Another  writes:   "  It  is  indeed  invaluable." 


Another  writes :  tf  So  full,  apt,  and  forcible  are  the  numerous  hints, 
arguments,  and  suggestions,  with  the  different  items  of  information,  con 
tained  in  the  Agent's  Manual  of  Life  Assurance,  that  if  one  will  but  read 
and  put  in  practice  what  is  here  furnished,  he  cannot  fail  of  success." 


Another  experienced  General  Agent  writes  :  fc  Every  word  is  true  and 
fitting.  Had  I  read  this  book  four  years  ago,  it  would  now  have 
been  worth  to  me  a  thousand,  dollars."  [OVER. 


RATES   BY   THE    FIFTY   COPIES. 

Grade  No.  I,  square  8vo,    muslin,  antique,  blue  and  gold,  tinted  paper,  each $%  oo 

do         2,  do  paper  covers,  red  edges,  do  do    I  75 

do         3,     small    8vo,    muslin,  antique,  do  do  do    I   5° 

do         4,  do  paper  covers,        do  do  do      I  2,5 

do         5,  square  I2,mo,  do  common  style  throughout I   10 

OTH  ER     RATES. 

Ten  per  cent,  will  be  added  to  the  above  rates  where  less  than  50 
copies  are  ordered  at  a  time  ;  and  ten  per  cent,  will  be  deducted  where 
over  300  copies  are  ordered  at  a  time.  Single  co,pies  will  be  sent  by  mail, 
postage  prepaid,  upon  receipt  of  the  price  and  ten  cents  extra  for  postage. 

lllr0  In  ordering,  be  particular  to  specify  which  grade  is  wanted. 

The  author  (Rev.  Dr.  Fish)  can  be  addressed,  care  of  the  publishers,  as 
above  ;  but  all  orders  and  business  communications,  to  secure  immediate 
attention,  must  be  addressed  to  the  publishers,  as  below. 

If  desired,  the  Company's  imprint,  and  also  that  of  the  General 
Agent,  if  so  requested,  will  be  added,  without  expense,  where  fifty  or 
more  copies  are  ordered  at  a  time. 

Any  Clerk,  Secretary,  Agent,  or  Officer  of  a  Company  who  will  engage  to 
see  that  a  circular  descriptive  of  the  Agent's  Manual  is  put  into  the  hands  of 
every  Agent  and  Canvasser  of  theCompany,  by  so  informing  the  publishers, 
as  above,  will  receive  by  mail,  with  copies  of  the  circulars ,  a  hand 
some  muslin  bound  copy  of  the  AGENT'S  MANUAL  in  blue  and  gold, 
without  charge.  State  the  number  of  circulars  wanted. 

THE  AMERICAN  MANUAL  OF  LIFE  ASSURANCE, 

(By  the  author  of  the  Agent's  Manual  of  Life  Assurance,)  a  little  book 
of  54  pages  izmo  has  been  wonderfully  successful  as  a  canvassing  docu 
ment.  An  Agent  says :  "It  hits  every  time." 

Price,  in  Illuminated  covers  and  tinted  paper,  single  copies,  and  less 
than  100,  20  cents  each;  100  copies  and  'less  than  1000,  each  18  cents; 
1000  copies  and  less  than  5000,  15  cents  each;  5000  copies  or  over, 
1 3  cents  each.  No  charge  for  inserting  Company's  matter,  except  type 
setting.  Address  as  below,  being  careful  to  designate  American  Manual 
(to  distinguish  it  from  Agent's  Manual). 

J^~  The  author  has  prepared  a  small  condensed  German  edition  of 
this  Manual,  which  can  be  furnished  in  beautiful  style,  with  the  Company's 
matter,  at  from  $60  to  $80  per  1000  copies.  Sample  copies  for  examina 
tion  will  be  sent  upon  application.  Orders  for  any  of  the  above  works  must 
be  sent  to 

WYNKOOP  &   HALLENBECK, 

Printers  and  Publishers, 

1 1 3  Fulton  street,  N.  Y. 


EXCLUSIVELY    FOR    AGENTS. 


THE 


AGENT'S  MANUAL 


CF 


BY  THE  AUTHOR  OF  "  THE  AMERICAN  MANUAL  OF  LIFE  ASSURANCE,"   ANH 

PRIZE     ESSAYS   "PRIMITIVE    PIETY  REVIVED,"    "THE   GREAT 

INQUIRY  ANSWERED,"   "DON'T  SWEAK,"  AND 

"  THE   HOUR    FOR  ACTION." 

',     f   MBRA  n 

Copyright  secured  in  America  an%  England.        *  §  I  T  Y     < 


CALIPOUXIA. 


EQUITABLE    LIFE    ASSURANCE    SOCIETY 

92  BROADWAY,   NEW  YO^K. 


Entered  according  to  Act  of  Congress,  in  the  year  1867,  "by 
HENRY  C.  FISH, 

In  the  Clerk's  Office  of  the  United  States  District  Court  for  the  District  of 
New  Jersey. 


PRESS   OF 

WYNKOOP    &    HALLENBECK, 
113   FULTON   STBKKT, 

NEW  YORK. 


"Among  the  Jionordblc  workers  in  the  civilized  world,  to  vJwm 
the  public  as  well  as  the  assured  will  die  indebted,  ice  give  faithful 
and  successful  Life  Assurance  Agents  a  high  place" 

ELIZUK  WEIGHT. 


"  Tfiat  some  of  the  tears  of  the  widow  may  bi  wiped  away,  and 
some  of  the  cries  of  the  fatherless  be  hushed" 


L  I  B  K  A  It  Y 

UNIVERSITY   OF 

CALIFORNIA.] 


PREFATORY  NOTE. 

JVERY  science  has  its  corresponding 
art.  Life  Assurance  is  a  Science ;  but 
it  is  also  an  Art.  The  theory  is  one 
thing ;  the  practice  is  quite  another.  And  the 
latter  is  not  a  matter  of  less  importance  than  the 
former. 


As  a  consequence,  active  and  intelligent 
AGENTS  are  essential  to  the  prosperity  of  a  Life 
Company.  It  is  not  enough  to  establish  agen 
cies.  Those  nllin£  them  are  to  be  instructed 


and   stimulated   into    full-grown    and   efficient 
men. 

Every  successful  and  rising  Assurance  office 
has  devoted  a  considerable  part  of  its  attention 
to  the  matter  of  agencies.  Where  this  has  been 
deemed  of  trifling  moment,  little  has  been  ac 
complished. 

A  Life  Agency  may  fairly  be  called  a  Pro 
fession.  And  hence  an  agent  should  have, 
besides  a  general  education,  a  sort  of  profes 
sional  education, — which,  by  common  consent 
is  demanded  in  the  practice  of  law,  medicine 
and  the  like.  Other  things  being  equal,  the 
more  familiar  one  is  with  his  profession,  the  more 
thoroughly  furnished  is  he  for  his  work. 

The  public  is  fast  becoming  enlightened  on 
the  subject  of  Life  Assurance.   Inquisitive  minds 


PREFACE. 


now  push  their  investigations  beyond  the  adver 
tisements,  circulars,  &c.,  of  the  Life  Companies, 
and  ask  for  other  information.  Hence,  a  higher 
grade  of  intelligence  and  capacity  on  the  part  of 
agents  is  requisite  ; — just  as  the  general  educa 
tion  ot  the  masses  necessitates  a  more  thorough 
education  of  the  teachers.  They  must  broaden 
the  horizon  of  their  knowledge,  and  be  prepared 
to  speak  intelligently  of  what  they  recom 
mend.  In  a  word,  they  must  show  that  they 
are  masters  of  their  profession.  For  how  can 
a  novice  instruct?  And  how  can  an  agent 
bring  to  bear  a  controlling  influence  upon  a 
man  who  is  competent  to  be  his  teacher  in  the 
very  things  belonging  to  his  occupation? 

A  work  like  that  here  submitted  was  there 
fore  needed.  Its  aim  is  one  and  simple  ; — 
namely,  to  lielp  Life  Assurance  Agents.  It  puts 


PREFACE. 


into  their  hands  just  the  facts  they  want  to  pos 
sess  ;  gives  them  something  to  think  about ; 
furnishes  a  multitude  of  hints  and  suggestions; 
magnifies  their  work  and  places  it  on  a  higher 
level ;  raises  their  courage  ;  kindles  enthusiasm ; 
and  imparts  force,  readiness,  and  effectiveness 
in  their  high  and  beneficent  calling. 

The  author  takes  occa  ion  to  acknowledge 
his  indebtedness  to  the  Hon.  Wm.  Barnes,  In 
surance  Commissioner  for  the  State  of  New 
York,  Mr.  J.  G.  Batterson,  President  of  the 
Travelers'  Insurance  Company,  Hartford,  Conn., 
Mr.  Lewis  C.  Lawton,  Assistant  Actuary  cf  the 
Mutual  Life  Insurance  of  New  York,  and  other 
gentlemen,  whose  statistical  and  other  publica 
tions,  and  whose  kind  assistance,  have  given  in 
creased  value  to  this  work. 


CONTENTS. 


i. 

PAGE. 

THE  BIOTinOATIOH  OP  TEEMS 11 

TI 
THE  LITEKATUKE  OP  LIPE  ASSUEANCE 15 

III. 
THE  HISTOEY  OP  LIFE  ASSUEAHOE 19 

377". 

THE  NAMES,  OPFIOEES,  ETC,,  OP  EXISTING  GO'S- .  25 

•v. 

THE  SCIENCE  OF  LIFE  ASSUEAJTOE 31 

"VX 

THE  PEAOTICE  ELUCIDATED..  .  37 


VZI. 

PAGE. 

THE  M02AL  ASPEOT  OF  LIFE  OPERATIONS 43 

•vine. 

THE  QUALITIES  OF  A  GOOD  AGENT 47 

1,  He  appreciates  his  work 47 

2,  He  is  rmved  by  high  impulses 49 

3,  His  heart  is  enlisted 51 

4,  He  is  active  an:!  industrious 52 

5,  He  is  courageous  and  determined 54 

6,  He  has  tact  and  discrimination 56 

7,  He  speaks  the  truth 58 

8,  He  has  a  good  reputation » 61 

9,  He  is  agreeable  in  manners 62 

10,  He  is  dsvoted  to  his  calling 64 

11,  His  interest  is  in  one  Company 65 

12,  He  is  careful  in  selecting  risks 64 

XIXI. 
BEGINNING  THE  BUSINESS 67 

1,  Personal  canvass  at  the  outset 67 

2,  A  policy  on  his  own  life 68 

3,  Familiarity  with  Life  Assurance 69 

4,  Posted  as  to  his  own  Company 70 

5,  His  Medical  Examiner 70 


6,  Acquaintances  registered  and  visited, —  71 

7,  Making  new  acquaintances 72 

8,  Getting-  names  for  reference 73 

9,  Treatment  of  other  Agents -  -  74 

IXI. 

MANAGING  THE  BUSINESS 75 

1,  Method  in  everything 75 

2,  Eelations  to  the  Home  Office 76 

3,  Satisfied  with  terms 77 

4,  Prompt  delivery  of  Policies 78 

5,  Eenewals  and  rejections 78 

6,  Helping  the  Hesitating 79 

7,  Filling  ou"  applications 79 

8,  Eesign  if  doing  nothing 80 

2CT. 

ENLAEGING  THE  BUSINESS 81 

1,  "Widening  one's  own  field 81 

2,  Striking  for  large  Policies 82 

3,  Depending  on  "Machinery," 83 

4,  Editorial  notices, 84 

5,  The  use  of  Eeports,  Office-books,  &c, 84 

6,  The  influence  of  Ministers « 85 


Vlll. 

PAGE. 

7,  Sunday-School  Teachers 8G 

8,  Turning  to  advantage  deaths  of  assured 86 

9,  Same  of  the  deaths  of  unassured 87 

10,  New  attention  to  canvassing £7 

11,  The  motive  o?  patronage 88 

12,  Never  without  blank  applications 88 

13,  Eecommending  new  Agents 89 

14,  Operating  through  "bosses"  and  employees- ••  89 

1 5 ,  Visiting  the  "  intimate  friend," 90 

16,  Convincing  the  "Wives 90 

1 7,  Looking  after  the  newly  married 91 

18,  Making  each  assured  a  helper 92 

19,  Applying  to  those  already  assured 92 

3ZTI. 
ARGUMS3TTS  IN  URGING  ASSURANCE 93 

1.  Scripture  and  duty 94 

2,  Immediate  provision 95 

3k    It  is  found  here 95 

4,  The  only  method  known 95 

5,  Uncertainty  of  life 96 

6,  Posibility  of  sickness 96 

7,  family  affection 97 

8,  A  social  obligation 97 


PAGE. 

9,    Its  beneficence 93 

10,  A  means  of  self-protection 98 

11,  Variety  of  uses 99 

12,  A  good  investment 100 

13,  Increases  credit 101 

14,  Personal  Advantages 101 

15,  Joy  to  the  Household 102 

16,  A  dictate  of  prudence 102 

17,  Pinal  appeal 103 

IXIIIIE. 

H0¥  TO  MEET  OBJECTIONS 115 

1,  Indebtedness 105 

2,  Well  off 106 

3,  Religious  scruples 106 

4,  Fears  as  to  safety 107 

5,  Expensiveness 108 

6,  Making  money 108 

7,  Assuring  one's  self 109 

8,  The  Savings  Bank 109 

0,    Using  funds  in  business 110 

10,  No  family  ties HI 

11,  Inability  to  continue 1 H 

12,  Some  other  time •-•  m 


3C. 


PAGE. 

CONVENIENT    TABLES  ............................  113 

1,  Interest  and  Discount  ........................  113 

2,  Compound  Interest  No.  1  ...................  114 

3,  Compound  Interest  No.  2  ....................  116 

4,  Description  of  Standard  Mortality  Tables  ----  120 

5,  Breslau  Table  ...............................  124 

6,  London  Table  ...............................  125 

7,  Swedish  Table  ..............................  126 

8,  Trench  Table  ...............................  127 

9,  Northampton  Table  •  •  •  -  .....................  128 

10.  Carlisle  Table  ...............................  129 

11.  Equitable  Table  .............................  130 

12.  Belgian  Table  ...............................  131 

13.  Combined  Experience  Table  .................  132 

14.  English  Table  No.  1  .......................  133 

15.  English  Table  No,  2  ........................  134 

16.  English  Table  No.  3  .......................  135 

17.  Height  and  "Weight  .........................  136 

18.  Short  Eule  of  Expectation  ..................  137 

19.  Discount  Table  ----  .......................  138 

20.  Comparative  Mortality  Table,  1  ..............  139 

21.  Comparative  Mortality  Table,  II  .............  140 

22.  Comparative  Mortality  Table,  III  ............  141 

ZKZV.. 

ORIGIN  AND  BUSINESS  OF  COMPANIES  .  .         .  .142 


anual 


THE  SIGNIFICATION  OF  TERMS. 

CTUARY. — In    laic,    this   word    was 
originally  used  to  designate  a  clerk,  or 
registrar,  in    courts  of  civil  jurisdic 
tion.        Webster    defines    an    actuary 
as    "  the    manager   of    a     joint-stock 
company,  particularly  of  an  insurance 
company ; — in    America,   chiefly    ap 
plied  to  the  manager  of  a  life  insurance  com 
pany."      A    better    definition     is,  one   en 
gaged     in  what    are  termed  contingent,   or 
accidental  calculations  and  estimates. 

Annuity — Is      an     annual  payment ;    or,   a 
yearly   income  charged   on    the  person  or  com 
pany  granting  it. 


12  SIGNIFICATION    OF    TERMS. 

Assets — Constitute  the  entire  property  of  all  kinds  be 
longing  to  a  person  or  an  association. 

Assurance,  or  Insurance — Is  a  contract  for  the  payment 
of  a  sum  of  money  on  occasion  of  a  certain  event,  as  loss, 
or  death.  In  England,  and,  to  an  increasing  extent,  in 
America,  assurance  is  used  in  life  operations,  and  insur 
ance  in  those  of  fire.  The  distinction,  as  made  by  Mr. 
Babbage,  is  this :  Assurance  is  a  contract  dependent  on 
the  duration  of  life,  which  must  either  wholly  happen  or 
wholly  fail.  Insurance  is  a  contract  relating  to  any  other 
uncertain  event,  which  may  partly  happen  or  partly  fail. 
Quite  generally,  however,  the  words  interchange.  Life 
Assurance  may  be  defined  to  be  a  plan  by  ivhich  any 
sum  of  money  may  be  secured  at  death,  whenever  that 
may  take  place,  or  be  received  at  any  given  age  of  the 
life  assured  if  the  life  continue. 

Bonus — Is  an  extra  dividend  to  the  shareholders  of  a  com 
pany,  out  of  accumulated  profits. 

Dividend — Is  the  share  of  profits,  or  surplus,  belonging  to 
each  partner  or  proprietor. 

Loading — Is  a  sum  added  to  a  previous  amount  to  make 
its  sufficiency  doubly  sure 

Policy — Is  a  ticket,  warrant,  or  written  contract  for  money 
in  a  public  fund  or  society. 

^Premium — Is  the  sum  paid  for  insurance  or  indemnity.     By 


SIGNIFICATION    OF    TERMS.  13 

Single  Premium  is  meant  a  sum  of  money  paid  down, 
and  in  consideration  of  which,  without  any  further  pay 
ment,  the  sum  assured  will  be  guaranteed  to  be  paid  at 
any  given  age,  or  at  the  death  of  the  assurer.  By  Annual 
Premium  is  meant  a  sum  of  money  to  be  paid  yearly  until 
the  death  of  the  party,  or  for  a  limited  number  of  years, 
as  may  be  agreed  upon. 

Reserve. — This  is  the  difference  between  the  present  value 
of  the  sum  assured  and  the  present  value  of  the  net 
future  premiums.  It  is  that  sum  for  which  the  Policy  to 
which  it  belongs  could  be  transferred  to  and  reassured 
by  another  company. 

Reversion — Is  the  sum  payable  at  death,  or  at  any  future 
period.  It  may  be  secured  by  the  payment  of  a  single 
or  of  an  annual  premium. 

Reversionary  Addition. — That  sum  which  is  added  to  a 
Policy  for  the  Cash  Dividend  at  the  single  payment  rate. 
The  amount  so  added  is  payable  with  the  original  policy. 

Scrip — Is  a  certificate  of  stock,  or  of  a  share  of  joint  prop 
erty. 

Void — Means  empty,  null,  having  no  binding  force.  All 
Life  Assurance  Companies  have  certain  conditions,  re 
strictions,  or  rules,  the  violation  of  which  hazards  or 
destroys  the  policy.  These  restrictions  relate  to  travel 
or  residence  in  other  countries ;  the  payment  of  pre- 


14  SIGNIFICATION    OF    TERMS. 

:      '\-     .    '.      .''  '         ..".       t''.i       ,..'         ' 

miums  when  due,  &c.  If  these  regulations  are  disregarded, 
or  if  the  party  assured  dies  by  the  hands  of  justice,  or  in 
an  attempt  to  violate  the  law  of  any  country  where  he 
may  reside  or  happen  to  be,  or  in  consequence  of  a  duel, 
or  by  reason  of  intemperance  from  the  use  of  intoxicat 
ing  liquors,  or  by  his  own  hand ;  or  if  the  annual  pre 
mium  be  not  paid  in  the  manner  prescribed,  the  policy  is 
in  most  of  these  cases,  either  in  whole  or  in  part,  for 
feited. 


L  I  B  It  A  R  i 

UNIVERSITY   OF 

CALIFORNIA.  I 


LITERATURE    OF   LIFE   AS 
SURANCE. 

OR  the  most  part  those  who  have  writ 
ten  upon  the  subject  of  Life  Assurance, 
have  done  so   with  the  purpose   either 
of  developing  its   laws  and  foundation 
principles,  or  of  exhibiting  its  calcula 
tions.     Hence  their  writings  are  chiefly 
abstract    and    scientific.       English     author- 
ship    is   the  principal  field  of  the  Literature 
of  Life  Asssurance.      America    has    yet    to 
produce   its   first    decidedly  great    work   on    this 
subject.      The   publications   enumerated,    present 
a  pretty  complete  catalogue  of  all  works   of  any 
importance  on  the  Assurance  of  human   life   that 
have  ever  been  written. 


l6  LITERATURE    OF    LIFE    ASSURANCE. 

Griffith  Davies  on  Annuities. 

F.  Bailey  on  Annuities. 

Richard  Price  on  Annuities  (2  vois.) 

Quetelet  on  the  Theory  of  Probabilities. 

An  Essay  on  Probabilities,  by  A.  De  Morgan. 

Sang's  Essay  on  Life  Assurance. 

Sang's  Valuation  of  Life  Contingencies. 

Jones  on  Annuities  and  Reversionary  Payments  (2  vols.) 

The  Sixth  and  Twelfth  Reports  of  the  Registrar-General 

of  England. 
Pocock's  Chronological  List  of  Books  on  the  Doctrine  of 

Chances. 

The  Insurance  Guide  and  Hand-book,  2d  ed. ;  useful. 
Charles  Babbage's  Tables  of  Logarithms. 
Joshua  Milne  on  Annuities. 
E.  Baylis  on  the  Arithmetic  of  Annuities. 
Robertson  on  Life  Assurance. 
William  Morgan  on  Life  Assurance. 
Alfred  Burt  on  Life  Assurance. 
Edward  Hully  on  Life  Assurance. 
Hoyle  on  Life  Assurance. 
Park  on  Life  Assurance. 
Neison  on  Vital  Statistics. 
Ansell  on  Vital  Statistics. 
Ellison  on  Life  Insurance. 
Dowdeswell  on  Life  Insurance. 
Millar  on  Life  Insurance. 
E.  J.  Farren  on  Life  Insurance. 
A.  Scratchley  on  Life  Assurance  Societies. 


LITERATURE    OF    LIFE    ASSURANCE.  17 

Thackeray  on  Life  Assurance. 

James  (J.  H.)  on  Life  Assurance. 

The  Handbook  of  Life  Assurance,  by  c.  B.  Norton. 

The  Vade  Mecum,  by  J.  Baxter  Langley,  M.  K.  S.  C. 

The  American  Manual  of  Life  Assurance,  by  Henry  c.  Fish 

D.  D.,  Newark,  N.  J. 

The  American  Life  Assurance  Magazine  (Quarterly),  by  G. 

E.  Currie,  153  Broadway  (seven  bound  volumes). 

The  Insurance  Monitor,  by  T.  Jones,  Jr.,  u  &  10  Waiist., 

1ST  Y.  (monthly,  and  back  numbers). 

The  Wall  Street  Underwriter,  by  Grierson  &  Ecclesine,  18 

Wall  st.  (Life  and  Fire),  monthly. 
Insurance  Reports  (New  York  and  Mass.),  bound  volumes. 

Journal  of  the  Actuaries;  monthly,  London. 

Francis  Corbeaux  on  Laws  of  Vitality,  &c. 

Law  of  Fire  and  Life  Insurance,  Oeo.  D.  B.  Beaumont. 

Assurance  Premiums,  by  Wm.  Orchard. 

Life  Assurance  Manual,  by  P.  A.  Eagle. 

Farr's  New  Life  Tables.    Quarto,  1864. 

An  Appeal  for  Life  Insurance,  by  G.  E.  Currie,  N.  Y. 

Annals,  Anecdotes,  etc.,  of  Life  Assurance,  by  j.  Francis. 

The  Law  Of  Life  Assurance,  by  Charles  John  Bunyan. 

Fifteen  Years'  Experience  in  a  Mutual  Life  Insurance 

Company,  by  S.  Homans,  New  York. 
What  is  Life  Assurance?  by  Jenkin  Jones. 

The  Medical  Selection  of  Lives,  by  Win.  Brinton. 

Medical  Estimate  of  Life,  by  S.  H.  Ward. 

Button's  Mathematical  Tables. 

George  Cardwell :  a  Life  Insurance  Tale,  by  N.  D.  Morgan. 


l8  LITERATURE    OF    LIFE    ASSURANCE. 

Marshall's  Tables  of  Value  of  Annuities. 

Hodgson's  Observations  on  Duration  of  Life. 

Why  Should  I  Insure  my  Life  ?  by  H.  K.  Sharman. 

Practical  Life  Tables,  by  Alex.  McKean. 

Price's  Observations  on  Reversionary  Payments. 

Commission  Profits  of  Life  Assurance,  by  s.  Brown. 

Treatise  on  Life  Annuities,  by  F.  Blayney. 

New  and  General  Notation  of  Life  Contingencies,  by  Hardy. 

Peter  Gray's  Tables  of  Life  Contingencies. 

W.  E.  Hillman's  Tables  of  Life  Policies. 

David  Jones  on  Value  of  Annuities. 

B.  H.  T odd's  Life  Insurance  Investigation  Tables. 

W.  T.  Thompson's  Actuarial  Tables. 

William  Wood's  Conversion  Tables. 

Popular  Tables,  by  Charles  M.  Willich. 

Medical  Examinations  for  Life  Insurance,  by  J.  Adams 

Allen,  Chicago,  111. 

Banking  and  Insurance  Chronicle,  Chicago,  111. 
Chisholm's  Commutation  Tables  (2vols.) 


THE  HISTORY  AND  PRESENT  POSI 
TION  OF  LIFE  ASSURANCE. 


OUBT  hangs  over  the  actual  origin  of 
the  idea  and  the  practice  of  insurance. 
In  the  year  1435  a  Spanish  writer  issued 
a  challenge  to  the  world,  claiming  for 
Barcelona  the  honor  of  being  the  birth 
place  of  this  practice.  The  claim  was 
met  by  the  Italians,  who  quoted  the 
rates  of  insurance  on  shipments  from  Lon 
don  to  Pisa  and  Bruges  as  early  as  1400.  It 
was  also  ascertained  by  a  chronicle  of  King 
Ferdinand  that  the  contract  of  reciprocal  insur 
ance  was  known  in  Portugal  as  early  as  1375. 
Many  other  writers  allude  to  the  practice  of  in 
demnifying  ship-owners  and  merchants  against  losses  by  the 
elements,  or  by  enemies,  at  a  much  earlier  date. 


20        HISTORY  AND  PRESENT  POSITION  OF  LIFE  ASSURANCE. 

The  invention  of  the  principle  of  insurance  has  generally 
been  accorded  to  the  Romans.,  from  the  fact  that  the  writ 
ings  of  Livy,  Suetonius,  Cicero,  and  Sallust  mention  stipu 
lations  of  indemnity  to  contractors  during  the  second  Punic 
War,  and  a  like  surety  granted  by  Claudius  for  delivery  of 
grain  during  a  time  of  great  scarcity,  as  also  the  security 
claimed  by  Cicero  for  the  carriage  and  safe  delivery  of  the 
spoils  of  war  gained  by  the  victories  in  Silesia.  The  first 
English  statute  appears  in  the  time  of  Elizabeth,  1601,  but 
it  designates  the  system  as  of  ce  tyme  out  of  mynde,  and  a 
usage  amongste  merchants."  The  question  of  priority  must 
therefore  be  accorded  to  marine  insurance,  and  the  inven 
tion  to  the  Italians. 

LIFE  Assurance,  also,  dates  far  back  in  the  annals  of  the 
past.  It  is  common  for  writers  on  this  subject  to  assign  its 
origin  to  the  beginning  of  the  eighteenth  century  •  making 
its  existence  hitherto  to  have  been  about  one  hundred  and 
fifty  years.  But  it  has  certainly  existed  twice  that  length 
of  time.  Indeed,  we  find  traces  of  the  theory  of  probabili 
ties,  (which  underlies  life  assurance,)  as  far  back  as  the  time 
of  Pliny,  and  even  Plato,  preceding  the  Christian  era.  It 
is  also  certain  that  some  four  hundred  years  after  Christ,  a 
table  was  actually  in  existence  by  which  annuities  could  be 
valued. 

But  that  Life  Assurance  was  absolutely  practiced  as  early 


HISTORY   AND  PRESENT   POSITION   OF   LIFE   ASSURANCE.        21 

as  above  stated,  i.  e.  in  the  sixteenth  century,  is  put  beyond 
question  by  the  contents  of  a  volume  in  the  French  lan 
guage  called  the  GUIDON  (guide,  standard),  whose  author  is 
unknown,  but  which  must  have  been  written  some  three 
hundred  years  since.  In  this  ancient  document  the  writer 
speaks  of  ff  insurance  made  by  some  nations  upon  the  life 
of  men,  in  case  of  their  decease  upon  a  voyage,  to  pay  cer 
tain  sums  to  their  heirs  or  creditors."  Hence  it  appears 
that  in  his  day  "some  nations "  practiced  life  assurance. 
How  much  earlier  we  do  not  know. 

From  an  old  English  work  on  Usury,  printed  in  1584, 
we  learn  that  a  particular  feature  of  life  assurance — endow 
ments  for  children — supposed  to  be  a  very  modern  idea,  was 
known  and  substantially  practiced  then  (nearly  three  hun 
dred  years  ago).  The  writer  speaks  of  money  being  in 
vested  in  a  "  Companie,"  which  company  agrees  "  that 
whosoever  lendeth  such  a  summe  of  money,  and  hath  a  childe 
of  one  yeere,  shall  have  for  his  childe,  if  the  same  childe 
doo  live  till  he  be  full  fifteene  years  of  age,  500  li.  (pounds) 
of  money." 

We  also  find  historical  traces  of  the  practice  of  assuring 
lives  in  Germany,  of  an  equajly  early  date. 

The  first  scheme  of  importance,  however,  and  which  may 
be  regarded  as  the  foundation  of  the  modern  system  of  life 
contingencies,  was  the  system  of  Tontines,  invented 


22        HISTORY   AND  PRESENT  POSITION  OF  LIFE   ASSURANCE. 

by    Lorenzo     Tontie,     or     Tontine,     a     Neapolitan,      in 

1653- 

The  first  public  office  for  assuring  lives  which  we  are  able 
to  identify,  orieinated  with  a  clergyman  of  Middletown,Lan- 
cashire,  England,  named  William  Assheton,  D.  D.,  in  the 
year  1698.  His  object  was  the  benefit  of  the  widows  of 
clergymen  and  others,  and  for  settling  jointures  and  annui 
ties.  It  went  into  operation  under  the  name  of  "The 
Mercer's  Company,"  in  London.  In  1700  another  society 
was  instituted  called  the  ''Society  of  Insurance  of  Widows 
and  Orphans." 

In  the  year  1706,  the  re  Amicable  Society  of  London  "  was 
founded ;  but  it  made  this  fundamental  error,  that  the  rates 
of  premium  were  uniform  for  all  ages  assured  ;  nor  was  any 
fixed  amount  guaranteed  in  case  of  death.  Hence  very 
little  was  done.  In  1721  the  "Royal  Exchange,"  and 
"  London  Assurance  "  Companies  were  formed.  But  it  was 
not  until  1780  that  the  business  of  Life  Assurance  may  be 
said  to  have  fairly  begun.  In  that  year  the  "  Equitable 
Society  "  (which  eighteen  years  before  had  obtained  a  char 
ter  with  the  greatest  difficulty,  and  had  so  far  met  with 
little  success,  so  great  was  the  ignorance  prevailing  upon  the 
whole  subject)  adopted  the  Northampton  tables  as  the  basis 
of  its  calculations ;  its  actuary  or  manager  being  William 
Morgan,  who  was  aided  by  the  advice  of  his  uncle,  Dr. 


HISTORY  AND  PRESENT  POSITION   OF  LIFE  ASSURANCE.         23 

Richard  Price,  a  celebrated  writer  upon  the  principles  of 
Life  Assurance. 

Life  Assurance  was  introduced  into  this  country  before 
the  war  of  the  Revolution.  It  was  effected  by  a  few  Epis 
copalian  clergymen  who  formed  a  society  in  1769,  called 
tf  The  Protestant  Episcopal  Association  for  the  Benefit  of 
Widows  and  Children  of  Clergymen  of  the  Commonwealth 
of  Pennsylvania."  The  first  public  Assurance  Company 
was  the  Pennsylvania,  established  in  1812,  still  flourishing. 
The  Massachusetts  Hospital  Life  Insurance  Company  seems 
to  have  been  the  next  formed,  in  the  year  1818.  The 
New  York  Life  Insurance  and  Trust  Company  was  chart 
ered  in  1830,  and  the  New  England  Mutual  Life  Insurance 
Company  of  Boston  in  1 844.  But  little  attention,  however, 
was  paid  to  the  subject  in  this  country  prior  to  1843,  at 
which  time  the  Mutual  Life  of  New  York  and  several  other 
companies  went  into  successful  operation. 

At  the  present  time  there  are  in  Great  Britain  nearly  two 
hundred  such  companies;  and  the  amount  there  assured 
upon  life  is  estimated  at  £225,000,000. 

In  the  United  States  there  are  about  seventy  Life  Com^ 
panics,  receiving  an  annual  income  of  nearly  $50,000,000. 
But  little  short  of  four  hundred  thousand  lives  are  now  as 
sured,  covering  risks  amounting  to  about  $1,000,000,000. 
These  are  striking  proofs  of  the  popularity  of  Life  Assur- 


24       HISTORY  AND  PRESENT   POSITION   OF  LIFE   ASSURANCE. 

ance.  During  each  year,  more  than  six  millions  of  dol 
lars  are  paid  by  the  Life  Companies  in  the  United  States 
lo  the  families  or  representatives  of  the  assured ;  mainly 
to  widows  and  orphans. 

The  number  of  policies  now  issued,  yearly,  by  all  the 
Companies  in  the  United  States,  is  not  far  from  120,000. 
And  the  business  is  constantly  and  rapidly  increasing. 

A  few  words  may  be  added  on  the  stability  of  Life  As 
surance.  It  is  too  much  to  say  that  Life  Companies  have 
never  failed.  In  England,  up  to  the  time  of  Richard 
Price  (1780),  assrrance  of  life  had  been  little  better  than 
a  gambling  operation.  And  much  later,  has  there  been 
great  unfairness  in  business  of  this  description  ;  which,  hap 
pily,  is  not  true  at  present.  A  very  few  Companies  doing 
life  business  in  this  country,  have  by  mismanagement  gone 
down  ;  but  the  cause  has  been  the  union  of  other  business 
with  that  of  life.  Not  a  single  Company  confining  itself  to  its 
legitimate  work  has  failed,  nor  is  the  thing  conceivable,  for 
there  is  scarcely  room  for  contingencies.  The  experience  of 
the  commercial  world  can  point  to  no  such  permanency  as 
is  seen  in  Life  Companies,  nor  does  any  class  of  institutions 
compare  with  them  for  uniformity,  safety,  and  reliability. 


LIFE   ASSURANCE   COMPANIES. 


E  have  spared  no  pains  to  be  able  to 
present  here  a  fall  and   complete  list 
of    the    several    Life   offices    in    the 
United  States.      Such  a  list,  it  is  be- 
*  lieved,  is  found  in  no  other  publica 
tion.     For  reference,  and  correspondence, 
it  will  be  of  great  convenience,  besides 
the     satisfaction     that     one    feels    in    being 
"posted."     We  arrange  them  in  alphabet- 
i    ical  order. 

Of  the  officers,  it  will  be  understood  that  the 
one  first  named  is  President,  and  the  next,  Sec 
retary. 


26  LIFE    ASSURANCE    COMPANIES. 

-&TNA .  Hartford,    Conn. 

E.  A.  Bulkeley,  T.  O.  Enders. 

AMERICAN  MUTUAL New  Haven,  Conn. 

Benj.  Silliman,  Benj.  Noyes. 

AMERICAN  LIFE  AND  TRUST.  .  .Philadelphia. 

A.  Whilidin,  J.  S.  Wilson. 

AMERICAN  POPULAR New  York  city. 

V.  M.  Rice,  J.  Pierpont,  Jr. 

ATLANTIC  MUTUAL Albany,  N.  Y. 

R.  H.  Pruyn,  L.  B.  Smith. 

BALTIMORE Baltimore,  Md. 

J.  I.  Donaldson. 

BERKSHIRE Pittsfield,  Mass. 

T.  F.  Plunket,  B.  Chickering. 

BRITISH  GENERAL.  . . « New  York  city. 

Branch  office. 

BROOKLYN Brooklyn,  N.  Y. 

C.  W.  Bouck,  R.  H.  Harding. 

CINCINNATI  MUTUAL Cincinnati,    Ohio. 

C.    G.   Megrue,  G.   F.   Reynolds. 

CHARTER  OAK Hartford,  Conn. 

J.  C.  Walkley,  S.  H.  White. 

CONNECTICUT  GENERAL Hartford,  Conn. 

E.  W.  Parsons,  T.  W.  Russell. 

CONNECTICUT  MUTUAL Hartford,  Conn. 

Guy  R.  Phelps,  W.  S.  Olmsted. 

CONTINENTAL  OF  N.  Y New  York  city. 

Justus  Lawrence,  J.  P.  Rogers, 

CONTINENTAL  OF  HARTFORD  ..Hartford,  Conn. 

J.  S.  Rice,  S.  E.  Elmor-.. 


LIFE     ASSURANCE     COMPANIES.  2J 

COVENANT  MUTUAL St.  Louis,  Mo. 

G.  B.  Allen. 

ECONOMICAL  MUTUAL Providence,  R.  I. 

S.  S.  Bucklin,  W.  Y.  Potter. 

EMPIRE  MUTUAL Chicago.    111. 

EQUITABLE New  York  city. 

William  C.  Alexander,  James  W.  Alexander. 

EXCELSIOR New  York  city. 

Samuel  T.  Howard,  Sidney  Ward. 

GERMANIA New  York  city. 

H.  Wesendonck,  F.  Schwendler. 

GIRARD  ANNUITY  &  TRUST  .    .  Philadelphia. 

T.  Ridgway. 

GLOBE  MUTUAL New  York  city. 

Pliny  Freeman,  H.  C.  Freeman. 

GREAT  SOUTHERN  &  WESTERN. New  Orleans,  La. 

Gen.  Longstreet. 

GREAT  WESTERN New  York  city. 

R.  Bage,  E.  Dwight  Kendall. 

GUARDIAN «    New  York  city. 

W.  H.  Peckham,  H.  V.  Gahagan. 

H AHNEMANN Cleveland,  Ohio. 

H.  M.  Chapin,  A.  S.  Mills. 

HOME Brooklyn. 

W.  S.  Griffith,  G.  C.  Riplcv. 

HOSPITAL Boston,  Mass. 

Moses  Hale,  Sec. 

JOHN  HANCOCK Boston,  Mass. 

G.  P.  Sanger,  G.  B.  Ager. 


28  LIFE     ASSURANCE     COMPANIES. 

KENTUCKY  MUTUAL Cincinnati,,  Ohio. 

J.  C.  Beck,  A.  C.  Dunlap, 

KNICKERBOCKER New  York  city. 

E.  Lyman,  G.  F.  SnifFen- 

LIFE  &  ACCIDENT Hartford,  Conn. 

T.  J-  Vail,  William  S.  Manning, 

LIVERP'L  &  LOND.  GLOBE  F.  &  L.  New  York  city,   branch. 

A.  C.  Pell,  Agent. 

^MANHATTAN New  York  city. 

Henry  Stokes,  J.  L.  Halsey. 

MASSACHUSETTS  MUTUAL Springfield,  Mass. 

Caleb  Price,  F.  B.  Bacon. 

MINERS'  LIFE  &  TRUST  Co  .  .  .  Pottsville,  Pa. 

Jacob  Huntzinger,  Alfred  Huntzinger. 

MUTUAL  OF  N.  Y New  York  city. 

F.  S.  Winston,  Isaac  Abbatt,  John  M.  Stuart. 

MUTUAL  OF  CHICAGO Chicago,  111. 

Merril  Ladd,   C.  B.  Holmes. 

MUTUAL  BENEFIT Newark,  N.  J. 

L.  C.  Grover,  E.  A.  Strong. 

NATIONAL  OF  VERMONT  „...,..  Montpelier,  Vt. 

J.  Y.  Dewey. 

NATIONAL New  York  city. 

E.  A.  Jones,  John  A.  Mortimore. 

NATIONAL  LIFE  &  HEALTH Kalamazoo,  Mich. 

S.  P.  Sheldon,  G.  W.  Snyder. 

NATIONAL  TRAVELERS' New  York  city. 

James  R.  Dow,  J.  H.  Taylor. 

NEW  ENGLAND  MUTUAL Boston,  Mass. 

B.  F.  Stevens,  J.  M.  Gibbons. 


LIFE    ASSURANCE    COMPANIES.  2C 

NEW  JERSEY  MUTUAL Newark,  N.  J. 

J.  P.  Bradley,  William  M.  Simpson. 

NEW  YORK New  York  city. 

Morris  Franklin,    W.  H.  Beers. 

NEW  YORK  STATE  MUTUAL.  .  .  Syracuse,  N.  Y. 

John  Peck,  G.  P.  Gardner. 

NEW  YORK  LIFE  &  TRUST.  . .  .New  York  city. 

David  Thompson,  P.  R.  Kearney. 

NORTH  AMERICA , . . .  New  York  city. 

N.  D.  Morgan,  J.  W.  Merrill. 

NORTH-WESTERN  MUTUAL.  .  .  .Milwaukee,  Wls. 

S.  S.  Da-get,  A.  W.  Kellog. 

OHIO Cincinnati,  Ohio. 

Augustus  Isham. 

PENN  MUTUAL Philadelphia. 

James  Traquair,  H.  S.  Stephens. 

PENNSYLVANIA Philadelphia. 

Charles  Dutilh,  Pres't. 

PHILADELPHIA  FIRE  &  LIFE    .  .    Philadelphia,  Pa. 

R.  P.  King,  F.  Blackburn. 

PHCENIX  MUTUAL Hartford,  Conn. 

E.  Fessenden,  J.  F.  Burns. 

PROVIDENT  LIFE  &  TRUST  ....  Philadelphia,  Pa. 

S.  R.  Shipley,  Pres't. 

PROVIDENT  LIFE  &  INVESTMENT  Chicago,  111. 

Ira  Y.  Munn,   C.  Holland. 

ROYAL  F.  &  L New  York  city,  branch, 

A.  B.  McDonald,  Agent. 


30  LIFE     ASSURANCE    COMPANIES. 

SECURITY  LIFE  &  ANNUITY  .  .  .New  York  city. 

R.  L.  Case,  I.  H.  Allen, 

SOUTHERN Memphis,   Tenn. 

G.  W.  McCarn,  J.  B.  Dodds 

STATE  MUTUAL Worcester,  Mass. 

Isaac  Davis,  C.   Harris. 

ST.  Louis  MUTUAL St.  Louis,  Mo. 

D.  A.  January,  W.  T.  Selby 

TRAVELLERS'  (LiFE  AND  ACCIDENT)  .  .  .    Hartford,  Conn. 

J.  G.  Batterson,  R.  Dennis. 

UNIVERSAL New  York  city. 

William  Walker,  ].  H.  Bewley. 

UNION  MUTUAL  OF  MAINE Augusta,  Me. 

H.  Crocker,  W.  H.  Hollister 

UNITED  STATES New  York  city. 

J.  B.  Collins,  Jno.  Eadie. 

WASHINGTON New  York  city. 

Cyrus  Curtiss,W.  A.  Brewer,  Jr. 

WESTERN Cincinnati,  Ohio. 

WIDOWS'  &  ORPHANS'  BENEFIT.  .New  York  city. 

Charles  H.  Raymond,  H.  B.  Robinson. 

WORLD  MUTUAL New  York  city. 

George  L.  Willard,  C,  W.  Flyer. 

4®»  It  is  proper  to  state  that  a  few  of  the  above  Companies  are  doing  no  new 
business,  but  merely  taking  care  of  obligations  already  assumed. 


l<  I  B  H  A  U  i 

UNIVERSITY  op  | 

CALIFOKXIA. 


THE  SCIENCE  OF  LIFE  ASSURANCE. 

O  M  E  grand  foundation  principle 
lies  at  the  base  of  every  science.  This 
we  know  to  be  true  of  theology,  medi 
cine,  jurisprudence,  political  economy 
and  the  like. 

Now,  what  is  the  fundamental  prin 
ciple  of  Life  Assurance,  as  a  Science  ? 
It  is  this : — the  LAW  OF  AVERAGE. 
We  will  make  this  plain. 
By  the  word  law  (as  law  of  nature,  law  of 
gravitation,  and  the  like)  is  meant,   the    regular 
method  by  which  certain  effects  follow     certain 
conditions,   or  causes.      When   we   have     ascer 
tained  how,  or  in  what  manner,    or  in  what  relative  pro- 


3  2  THE    SCIENCE    OF    L»"E    ASSURANCE. 

portion,  certain  effects  follow  certain  causes,  then  we  say 
we  have  found  out  the  law  regulating  such  and  such 
things  :  as  when  observing  men  determined  the  laws  regu 
lating  electricity,  the  tides,  steam,  trade,  falling  bodies, 
and  the  like. 

Now,  is  there  a  law  regulating  the  rate  of  mortality,  or 
the  falling  of  human  lives  in  the  aggregate  ?  We  should  sup 
pose  so,  beforehand,  since  nothing  seems  left  to  chance. 
Every  thing  appears  to  be  governed,  controlled,  regulated  : 
only  sometimes  the  law,  or  rule,  respecting  the  occurrence 
is  too  hidden  to  be  detected.  It  is  generally  agreed  that 
what  we  call  chance  is  merely  direction  not  understood. 

tc  All  nature  is  but  art  unknown  to  thee, 
All  chance  direction  which  thou  canst  not  see." 

Just  how  many  and  what  kinds  of  accidents  (as  they  are 
called)  and  crimes,  even,  will  occur  among  a  given  popula 
tion  during  a  year,  for  instance,  can  be  determined  with 
certainty  beforehand.  Just  how  many  letters  will  be  mailed 
undirected  (from  haste  or  carelessness  in  correspondents) 
out  of  any  large  number  of  letters,  can  be  known  before 
hand,  on  the  ground  that  what  has  occurred  will  recur. 
Again,  it  is  demonstrated  that  just  such  a  relative  number 
of  white  and  black  balls,  in  a  given  number  of  drawings., 
will  be  taken  from  an  urn  where  they  are  mixed  promiscu 
ously.  This  has  been  found  out  by  actual  experiment. 


THE    SCIENCE     OF    LIFE    ASSURANCE.  33 

Or,  throw  into  the  air  some  thousand  times  a  number  of  pen 
nies,  say  fifteen  hundred.  It  can  be  reckoned  beforehand 
just  how  many  "  heads  "  and  how  many  "  tails,"  in  the  whole 
number  of  throwings,  will  be  up  or  down.  Nothing  would 
be  more  uncertain  than  whether  it  wou'd  be  "  head  "  or 
**tail"  in  one  throwing  of  one  penny;  but  the  average  L, 
many  throwings  of  many  pennies  can  be  got  at  exactly. 

We  should  expect,  then,  that  there  would  be  a  law  regu 
lating  the  falling  of  human  lives,  so  that  we  could  average 
them,  or  get  the  proportion  of  them; — so  many  out  of  such 
a  number  falling  in  a  given  time. 

And  this  we  find  to  b?,  the  case.  The  duration  of  any 
one  life  cannot,  of  coi.rse,  be  known  ;  but  that  of  a  multi 
tude  of  lives  is  easily  ascertained.  Or,  to  change  the  ex 
pression,  nothing  is  more  uncertain  than  the  duration  of 
individual  life  :  nothing  is  more  certain  than  the  average 
continuance  of  life.  In  the  same  age  and  same  country  the 
rate  of  mortality  from  pestilence,  war,  &c.,  &c.,  may  vary  ; 
but  even  these  variations  are  doubtless  governed  by  fixed 
laws ;  and  looking  at  all  periods  and  all  countries,  the  vari 
ation  does  not  exist. 

The  facts  proving  these  statements  have  been  brought  to 
light  by  the  study  of  statistics.     For  upwards  of  200  yea: 
tables  have  been  kept  in  different  parts  of  the  world,  to  a 
greater  or  less  extent,  showing  the  births  and  deaths  of  indi- 


34  THE    SCIENCE    OF    LIFE    ASSURANCE. 

viduals.  These  are  generally  called  tables  of  mortality ; 
and  upon  these  the  duration  oflife  has  been  calculated  with 
almost  unerring  accuracy. 

By  these  it  is  ascertained,  for  instance,  that  if  we  take 
10,000  persons  in  the  prime  of  life,  1,200  will  die  the  first 
ten  years;  1,500  the  next  ten ;  1,700  the  next  ten;  and  so 
on  till  all  have  passed  away.  10,000  persons  at  the  age  of 
25  years  will  attain  the  age  of  62  years  on  an  average;  at 
the  age  of  35,  65  years ;  at  the  age  of  45,  68  ;  at  the  age 
°f  55>  71-  The  average  age  at  death  of  all  born,  is  about 
33  years.  Or  we  may  say  that  any  1,000  persons  in  ordi 
nary  health  at  the  age  of  25  will  yet  live  to  average  about 
37 2  7ears  each;  at  the  age  of  30,  about  34! ;  and  at  the 
age  of  35,  just  3  i  years  each  ;  and  so  on. 

Now,  calculations  having  reference  to  monefy  values  may 
clearly  be  made  upon  any  circumstances  sure  to  recur.  Hav 
ing,  then,  before  us,  the  probability  of  death  in  each  year  of 
age,  we  have  only  to  charge  each  individual  that  sum  which 
is  the  aggregate  of  the  present  values  of  the  cost  of  insurance 
for  each  successive  year  of  life,  and  we  have  what  may  be 
termed  the  cost  of  assurance.  If  one  lives  longer  than  those 
assured  with  him,  he  helps  those  who  die  early:  if  he  dies 
early,  they  help  him.  In  this  way  a  perfect  average  is  se 
cured,  which,  being  based  on  accurate  and  sufficient  life- 
tables,  is  just  as  reliable  as  the  equilibrium  of  the  planets. 


THE    SCIENCE    OF    LIFE    ASSURANCE.  35 

The  deficient  payments  of  those  who  die  early  are  com 
pensated  for  by *the  additional  payments  of  those  who  live 
longer.  Of  course,  to  the  actual  cost  of  assurance,  there 
must  be  added  office  and  other  expenses,  use  of  capital, 
a  surplusage  for  security,  etc.,  and  all  these  put  together 
make  up  what  are  called  the  rates  of  assurance,  rendering 
ii  safe  to  issue  policies  at  these  charges,  whether  for  the 
whole  term  of  life,  or  for  a  certain  period,  on  the  endow 
ment  plan. 

The  following,  from  the  pen  of  an  unknown  writer,  is  a 
pretty  lucid  statement  of  the  theory  and  practice  of  Life 
Assurance  : 

All  Insurance  is  but  the  taking  upon  many  the  risk  of  one, 
so  that  if  he  loses  what  he  insures  they  collectively  shall 
make  it  good  to  him.  If  they  be  a  thousand,  his  loss  di 
vided  among  so  many  hurts  nobody  ;  while  if  it  had  fallen 
upon  one  only  it  would  have  ruined  him.  Say,  for  example, 
that  one  thousand  persons,  at  the  age  of  thirty,  assure  each 
other  for  life  to  the  amount  of  $1,000  each,  and  that  each 
pays  for  this  protection  a  yearly  premium  of  $23.60.  The 
collective  premium  will  make  $23,600.  The  casualties  the 
first  year  will  be  probably  eight,  so  that  instead  of  the  soci 
ety  having  to  pay  back  the  whole  823, 600  which  they  have 
received,  they  would  have  to  pay  back  but  $8,000.  This 


36  THE    SCIENCE     OF    LIFE    ASSURANCE. 

will  leave,  with  accrued  interest  at  four  per  cent.,  $16,544 
on  their  hands  to  meet  subsequent  losses,  and.  this  fund  with 
future  premiums,  as  fast  as  received,  will  be  put  out  at  in 
terest.  The  next  year  sees  the  business  renewed  in  favor 
of  nine  hundred  and  ninety-two  survivors,  of  whom  a  like 
number  will  die  during  the  second  year,  say  eight  persons. 
To  the  heirs  of  each  of  these  again  is  paid  $1,000,,  collect 
ively  $8,000.  The  third  year  sees  nine  hundred  and  eighty- 
four  survivors  whose  premiums  bring  in  $23,222.  Once 
more,  an  increased  number  of  these,  or  nine,  die  during  the 
third  year,  and  $9,000  is  paid  to  their  representatives.  The 
fourth  and  each  following  year  proceed  in  like  manner  until 
about  the  sixty-fifth  year  they  will  in  nearly  every  case  all 
have  died,  and  a  thousand  times  $1,000  will  have  been  paid 
them;  that  is  81,000,000. 

To  the  INDIVIDUAL,  then,  Life  Assurance  holds  out  PRO 
TECTION;  and  to  the  CAPITALIST,  the  profit  of  taking  those 
chances  of  life  and  death  which  the  individual  must  not  run, 
and  can  fairly  pay  to  have  lifted  from  his  shoulders ;  as  is  the 
case  when  one  takes  advantage  of  fire  or  marine  insurance. 


THE  PRACTICE  ELUCIDATED. 

EDUCING  to  practice  the  theory  as 
explained  in  the  foregoing  chapter, 
there  are  a  few  points  that  may  require 
further  elucidation. 

The  working  plans,  of  companies  dif 
fer.    While  all  are  based  upon  the  same 
fundamental   principles,  they  are  organized 
upon  different  systems,  and  vary  in  the  con 
ditions  adopted,  and  in  the  detail  and  appli 
cation   of  benefits.      Thus,,  there  are  joint- 
stock  companies,  strictly   so   called,   in  which  a 
capital  is  furnished  as  security  to  the  assured,  by 
individuals  who  receive  all  the  profit  or  surplus 
premiums  of  the  business,  as  a  remuneration  for  the  risk  and 


3  THE    PRACTICE    ELUCIDATED. 

use  of  their  capital.  And  the  mixed,  or  part  proprietary 
company  and  part  mutual,  having  also  a  joint-stock  guar 
antee  capital,  but  allowing  a  portion  of  the  profits,  or  all  the 
profits,  to  policy-holders,  after  deducting  legal  interest  upon 
the  guarantee  capital.  And  the  purely  mutual  companies, 
in  which  all  the  surplus,  or  profits  of  the  business,  belongs 
to  the  policy-holders  in  proportion  to  the  premium  they 
pay.  There  are  also  companies  in  which  the  payments  of 
policy-holders  are  wholly  in  cash,  and  others  where  partial 
payment  is  ma.de  in  notes. 

The  matter  of  profits,  dividends,  &c.,  may  also  require 
some  explanation.  If  there  was  but  one  invariable  rate  of 
mortality  from  which  we  could  determine  the  exact  number 
of  assured  persons  who  would  die  at  each  age;  if  the  rate 
of  interest  never  fluctuated,  and  it  could  be  precisely  deter 
mined  per  policy  what  the  expenses  of  management  would 
be,  the  rate  of  premium  deduced  therefrom  would  be,  as 
we  have  previously  stated,  the  exact  value  of  the  sum  as 
sured.  But  as  it  is  impossible  to  obtain  an  absolutely  accu 
rate  rate  of  mortality,  and  also  to  prevent  the  admission  of 
some  bad  lives,  and  as  the  interest  of  money  is  constantly 
varying,  it  is,  absolutely  necessary,  for  the  security  of  the 
assured,  to  be  certain  that  the  premiums  charged  are  suffi 
ciently  high  to  cover  the  risks  incurred.  Hence,  the  rates 
are  expected  to  be  somewhat  higher  than  will  eventually 


THE    PRACTICE    ELUCIDATED.  39 

prove   to  have    been    necessary.      Here    is    an  income    or 
source  of  profit. 

To  this  must  be  added  several  other  sources  of  revenue. 
In  calculating  interest  the  rates  are  ASSUMED  at  3  per  cent, 
in  F-ngland,  and  in  this  country  at  4  per  cent.  ;  while  a 
company,  in  fact,  receives  6  or  7  per  cent.,  often  more. 
This  is  done  by  judicious  investments,  or  loaning  on  good 
terms.  These  investments,  of  course,  are  drawing  in 
terest,  which  interest  is  again  reloaned,  making  an  invest 
ment  at  compound  interest.  These  interests  are  an  accumu 
lation  to  the  benefit  of  the  company  ;  which,  in  a  few  years, 
in  a  successful  one,  whose  expenses  are  proportionate  to  their 
business,  amounts  to  a  large  sum.  Again,  in  order  to  cover 
expenses  and  still  further  to  provide  against  all  contingen 
cies,  the  companies  universally  add  to  the  rates  obtained  by 
calculation  from  correct  tables  of  mortality,  a  loading  of 
from  20  to  4.0  per  cent.  This  is  usually  found  more  thun 
is  necessary,  and  forms  another  source  of  profit.  Moreover, 
the  lives  which  are  assured  are  much  better  than  the  aver 
age  of  lives  upon  which  the  tables  of  mortality  are  based, 
the  average  expectancy  being  increased  by  the  judicious 
selections  made  by  the  office  ;  this  consequently  results  in 
a  profit.  A  profit  is  also  acquired  by  the  lapse,  or  loss,  of 
policies  from  non-payment,  and  by  the  purchase  of  policies, 


4o 


THE    PRACTICE    ELUCIDATED. 


as  the  company  always  reserve  a  sufficient  amount  to  indern- 
infy  them  for  the  risk  already  incurred. 

In  these  several  ways,  and  others  incidental  to  the  busi 
ness,  it  happens  that  all  companies  managed  with  prudence, 
accumulate  a  larger  amount  of  funds  than  is  necessary  to 
provide  for  future  losses. 

The  adequacy  of  the  premiums  charged  is  tested  by  a 
ts  valuation  "  of  the  income  and  liabilities  of  the  Society, 
which  the  offices  make  at  certain  periods,  and  if  it  results 
that  they  have  a  surplus  after  putting  by  sufficient  to  meet 
every  probable  claim  upon  them,  they  then  distribute  their 
profits.  All  profits  in  purely  stock  companies  are  divided 
among  the  stockholders ;  while  in  mutual  and  mixed  com 
panies  they  are  distributed  among  the  life  members  in  an 
equitable  proportion.  In  the  distribution  of  surplus  funds 
periods  of  three  or  five  years  have  usually  been  preferred  to 
shorter  ones  ;  because  the  rate  of  mortality  is  generally 
supposed  to  be  more  uniform  among  a  large  number  of  per 
sons,  and  extending  over  a  long  period.  Many  companies 
in  England,  for  this  reason,  make  their  dividends  only  once 
in  seven  or  ten  years.  In  some  companies,  however,  both 
in  England  and  America,  the  dividends  are  declared  annu 
ally.  The  funds  returned  to  the  assured  are  generally  dis 
posed  of  as  each  niay  prefer ;  either  to  reduce  the  annual 


THE    PRACTICE    ELUCIDATED.  41 

premium,  or  to  the  purchase  of  additional  assurance  without 
farther  charge  for  premium  (adding  the  dividend  to  the 
policy),  or  to  abate  the  amount  of  future  premiums,  the  sum 
assured  remaining  the  same. 

A  few  words  may  be  in  place  as  to  the  lapse  or  surren 
der  of  policies.  It  is  sometimes  complained  by  those  wish 
ing  from  any  cause  to  withdraw  from  a  company,  that  they 
do  not  get  the  full  value  of  their  policies. 

Professor  De  Morgan  observes  on  this,  "  Among  the 
sources  from  which  the  offices  draw  profit,  are  lapsed  poli* 
cies.  But  what  they  receive  by  the  lapse  of  the  po 
licy  is  not  all  profit ;  but  only  that  portion  by  which 
the  premium  for  the  whole  life  exceeds  the  premium 
for  a  temporary  assurance.  Every  premium  which  is  paid 
by  an  assurer  contains  the  consideration  given  for  the  chance 
of  his  dying  in  each  and  every  subsequent  year.  If,  then, 
he  remain  a  member  of  the  office  and  stand  the  risk  of  death 
during  a  certain  number  of  years,  all  such  part  of  his  pre 
miums  as  was  consumed  for  the  risk  of  those  years  become 
due  to  the  office  and  was  taken  by  the  office  as  compensa 
tion  for  the  risks,  and  cannot,  therefore,  be  said  to  fall  to 
them  as  profit  upon  the  lapse  of  the  policy.  Two  individ 
uals,  A  and  B,  go  to  the  office  on  the  same  day,  and  assure 
their  lives  for  the  same  sum.,  A  upon  his  whole  life,  and  B 


;f2  THE    PRACTICE    ELUCIDATED. 

for  seven  years.  A  pays,  say  £10  of  premium,  and  B  £7. 
At  the  end  of  seven  years  A  allows  his  policy  to  lapse  just 
at  the  time  when  B's  policy  expires  by  its  own  construction. 
What  does  the  office  gain  by  the  lapse  ?  Evidently,  the  tem 
porary  annuity  of  £3  by  which  the  two  premiums  differ. 
The  £7  paid  by  A  out  of  £10  is  not  more  than  sufficient 
to  pay  his  share  of  the  claims  which  arose  during  the  years 
which  he  continued  in  the  office  ;  the  remaining  £3  was  a 
reserve  for  future  years,  which  becomes  profit  to  the  office 
on  his  declining  to  stand  the  risks  of  these  years." 

This  would  seem  to  be  sufficiently  plain.  The  principle 
of  assurance  is,  that  the  claims  of  those  who  die  early  are 
paid  by  the  contributions  of  those  who  livelong  ;  therefore, 
if  the  whole  of  the  premiums  were  returned  to  parties  sur 
rendering  their  policies,  it  might  become  impossible  for  an 
office  to  fulfill  its  engagements. 


THE  MORAL  ASPECT   OF   LIFE 
OPERATIONS. 

O  view  could  be  more  incorrect  than 
that  LIFE  transactions  are  simply  like 
other  insurance  transactions.  They  are 
of  a  far  higher  and  more  sacred  charac 
ter.  They  differ  in  these  important  re 
spects. 

Other  kinds  of  insurance,  for  instance, 
pertain    to   property    merely.        A    fire    or 
marine  insurance    company  deals  simply  with 
material    objects — assumes  risks   upon  houses, 
ships,  merchandise.       And  then,   again,  its  tran 
sactions  are  with  one  party.      They   begin    and 
terminate  with  the  insured. 


44  THE    MORAL    ASPECT    OF    LIFE    OPERATIONS. 

Not  so  with  a  Life  Company.  Here  the  operations 
touch  human  existence.  They  relate  to  its  fall  or  continu 
ance.  That  for  which  one  will  ci  give  all  that  he  hath  "  is 
the  matter  bargained  about.  A  man  may  speculate  in  prop 
erty ,  but  how  abhorrent  the  idea  of  speculating  in  human 
life  !  A  man  may  barter  and  banter  where  mere  goods  are 
concerned  ;  but  what  a  degradation  to  bring  life  operations 
down  to  this  low  level !  A  man  may  think  lightly  and 
speak  flippantly  of  the  destruction  of  barns  and  merchandise ; 
but  of  the  end  of  earthly  existence  he  is  expected  to  enter 
tain  a  degree  of  seriousness. 

Then,  too,  the  Life  office  has  to  do  with  other  parlies 
than  the  assured.  It  is  virtually  acting  for  widows  and  or 
phans.  It  assumes  to  be  their  almoner  and  protector.  A 
husband  and  father  entrusts  to  it  what  is  expected  to  mature 
only  at  his  death.  If  there  be  fraud  or  unfairness,  it  is  at 
once  against  the  dead  and  the  liv ing.  The  wrong  takes 
place  when  the  party  originally  dealt  with  cannot  set  up  a 
defense  for  the  innocents ;  since  he  is  no  more  one  among 
them.  And  those  for  whom  he  toiled,  and  planned,  and 
sacrificed,  are  now  deprived  at  once  of  their  just  rights,  and 
of  the  fruits  of  his  efforts.  Their  sustenance  is  taken  from 
before  their  mouths.  The  table  is  bare,  where  love,  in  anti 
cipation,  spread  a  bounteous  repast.  The  guardians  of  the 
now  defenseless  ones  have  become  'their  despoil ers.  How 


THE    MORAL    ASPECT    OF    LIFE    OPERATIONS.  45 

rould  there  be  a  grosser  wrong — a  more  aggravated  wicked 
ness  ? 

Viewed  in  this  light,  how  high  the  obligations  which  a 
Life  office  assumes !  How  sacred  its  trusts  !  And,  conse 
quently,  how  honorable  and  how  elevated  should  be  its 
aims  and  operations  ! 

Now,  an  agent  is  expected  to  be  the  exponent  of  this 
moral  dignity  which  ought  to  invest  transactions  in  life. 
He  is  the  representative  of  these  transactions.  Men  form 
their  ideas,  not  only  of  his  particular  Company,  but  of  Life 
Assurance  itself,  from  him.  Any  act  of  an  Agent  which  is 
not  honorable?  has  a  direct  tendency  to  dishonor  himself 
and  all  his  fellow-laborers.  And  not  only  this,  it  brings 
odium  upon  the  whole  institution.  It  poisons  the  system 
of  Life  Assurance,  and  works  so  much  towards  its  ruin. 

For  these  reasons,  a  Life  Agent  ought  to  be  the  very 
highest  style  of  a  man.  What  a  fire,  or  marine,  or  bank 
ing  or  other  agent  may  be,  is  nothing  to  him.  He  is  to  be 
much  more  than  is  expected  of  others.  There  is  to  be  in 
him  more  of  conscience ;  more  of  genuine  goodness;  more 
of  the  powers  of  honest  persuasion;  more  of  the  capacity 
to  appreciate  and  to  use  those  motives  which  appeal  to  the 
higher  and  finer  sensibilities. 

And  we  earnestly  maintain  that  Life  Assurance  will  never 
realize  its  best  capabilities,  until  it  is  practically  elevated  to 
the  high  moral  position  here  assigned  to  it. 


46  THE    MORAL    ASPECT    OF    LIFE    OPERATIONS. 

In  the  following  chapter,  the  aim  has  been  to  analyze  and 
set  in  order,  and  to  inculcate  the  principal  elements  which 
constitute  a  permanently  effective  agency. 


THE  QUALITIES  OF  A  GOOD  AGENT. 


APPRECIATES     WlS     WoRK. 

NE  can  generally  form  a  pretty  accurate 
opinion  of  a  Life  Company  by  an  ac 
quaintance  with  its  agents.      The  good 
agent  understands  and  appreciates  this 
fact,  and  also  that  men  will  judge  of  the 
whole  system  of  Life  Assurance  by  him. 
Accepting    an     appointment,    therefore,    he 
feels  his  responsibility.      He  has  high   ideas 
of  his  work.      He  looks  upon  it  as  benefiting 
the  party  assured,  by  giving  to  him  quiet  of  mind  ; 
by  inducing  habits  of  economy,  sobriety,  and  fore 
thought;    by  setting  before    him    an    honorable 


48  THE    QUALITIES    OF    A    GOOD    AGENT. 

motive  to  action  and  enterprise,  and  by  leading  him  to  the 
discharge  of  a  sacred  duty. 

He  considers  that  his  efforts  are  helping  to  rid  the  com 
munity  of  poverty  and  its  frequent  attendants — vice  and 
crime.  And  also  that  he  is  strengthening  the  sinews  of  so 
cial  life  by  every  policy  he  obtains.  And  what  is  more, 
that  he  is  befriending  the  poor  and  needy;  wiping  sorrow 
from  eyes  dimmed  with  tears,  and  deserving  the  tribute  of 
gratitude  awarded  to  One  of  old :  "  When  the  ear  heard 
me  then  it  blessed  me,  and  when  the  eye  saw  me  it  gave 
witness  to  me  ;  because  I  delivered  the  poor  that  cried,  and 
the  fatherless,  and  him  that  had  none  to  help  him.  The 
blessing  of  him  that  was  ready  to  perish  came  upon  me, 
and  I  caused  the  widow's  heart  to  sing  for  joy." 

An  eminent  minister  once  said  :  ''  Were  I  to  leave  the 
ministry,  I  should  take  an  agency  for  Life  Assurance  ;  for  I 
consider  that  it,  next  to  direct  religious  efforts,  is  doing 
most  to  benefit  society."  And  a  very  high  authority— the 
Hon.  ELIZUR  WRIGHT,  late  Insurance  Commissioner  of  Mas 
sachusetts — says  :  "  Among  the  honorable  workers  in  the 
civilized  world,  to  whom  the  public  as  well  as  the  assured 
will  die  indebted,  we  give  faithful  and  successful  Life 
Assurance  Agents  a  high  place;  and  no  field  that  we  know 
of  is  more  inviting  to  an  ambition  that  would  devote  the 


THE    DUALITIES    OF    A    GOOD    AGENT.  49 

best  of  talent  to  the  benefit  of  society  at  large,  and  individ 
uals  in  particular." 

To  have  such  a  conception  of  the  value  and  dignity  of  an 
agent's  vocation,  is  an  important  point  gained.  In  such  a 
case,  where  the  motives  of  worldly  policy  are  pleasantly 
mingled  with  higher  moral  considerations,  and  all  these 
blend  together  in  the  beautiful  philosophy  which  constitutes 
the  chief  charm  of  Life  Assurance,  the  business  of  an  agency 
will  be  both  agreeable  and  successful.  But  without  this 
appreciation  of  his  work,  how  can  an  agent  expect  to  suc 
ceed  ?  How  can  he  have  faith  in  it,  and  impart  to  others 
confidence  and  interest  in  it?  If  he  does  not  appreciated 
benefits,  how  can  he  forcibly  place  them  before  others  ? 

As  a  first  thing,  then,  let  an  agent  endeavor  to  rise  up  to 
a  just  estimate  of  the  value  and  the  moral  grandeur  of  his 
undertaking.  (See  also,  on  this,  page  43,  etc.) 


2.     jfe    IS  yVlOYED    BY    WlGH    IMPULSES, 

\  WRITER  observes  tli-t  some  agents  walk  about 
•*-  -V  like  apprentices  to  an  undertaker,  proclaiming  in 
sepulchral  tones  the  uncertainty  of  life,  &c.,  and  they 
never  succeed  ;  while  some  of  the  jolliest  fellows  in  exist 
ence  are  very  successful  agent:,,  because  they  carry  sound 
3 


5°  THE    QUALITIES    OF    A    GOOD    AGENT. 

and  well-balanced  minds,  with  a  love  of  their  fellow  man, 
and  can  appreciate  and  feel  the  motives  that  will  sway  those 
with  whom  they  come  in  contact. 

We  have  seen  men  acting  as  agents,  who  seemed  to  feel 
that  they  were  doing  a  mean  sort  of  work,  and  needed  to 
beg  pardon  of  all  creation  for  being  about  such  work — for 
being  alive,  we  had  almost  said, — whereas,  they  may 
well  hold  up  their  heads,  and  go  out  to  their  task  animated 
by  the  very  highest  motives  of  philanthropy  and  moral 
obligation. 

One  should  look  upon  his  business  in  the  light  already 
presented,  as  a  great  public  benefit,  and  feel  that  it  does  no: 
detract  from  his  being  a  promoter  of  the  general  good  of 
mankind  because  he  gets  a  living  by  his  labor.  He  who 
does  the  state  a  service  while  at  the  same  time  earning  an 
honest  livelihood,  is  deserving  of  double  honor,  first  because 
he  promotes  the  public  weal,  and  next  because  he  secures 
his  dependents  against  want. 

Let  a  Life  Agent,  then,  feel  self-assured  and  confident. 
He  need  not  depreciate  his  calling,  as  compared  with  any 
other  business  or  profession  whatever.  Merchants,  law 
yers,  physicians,  school-teachers,  secretaries  and  agents  of 
benevolent  societies  even,  are  often  doing  less  to  scatter 
benefits  throughout  the  human  family,  than  are  honest  and 
efficient  Life  Agents.  Far  be  it  from  them  to  feel  that  they 


THE     QUALITIES    OF    A    GOOD    AGENT.  5! 

are  palming  off  something  that  is  not  worth  what  is  paid  as 
an  equivalent,  and  infinitely  more  too.  If  not  now,  some 
time,  blessings  will  be  pronounced  upon  them. 


O 


3.    •J-fis  j-fEART  is  ENLISTED, 

F  a  celebrated  living  actress,  whose  powers  are  worthy 
of  a  better  cause,  it  has  been  written  — 

"  We  listening  weep  ;   but  every  burning  drop 
Flows  from  thy  heart,  ere  falling  from  our  eyes." 

To  make  others  feel,  we  must  first  ourselves  feel  Deep 
conviction  is  contagious.  It  wins  its  way.  It  speaks  in  the 
eye,  the  looks,  the  tone.  Other  things  being  equal,  a 
man's  force  in  impressing  others  is  in  the  ratio  of  his  own 
heart-force.  Says  Goethe  : 

"  Persuasion,  friend,  comes  not  by  toil  or  art  ; 

Hard  study  never  made  the  matter  clearer  ; 

'Tis  the  live  fountain  in  the  speaker's  heart 

Sends  forth  the  streams  that  melt  the  ravished  hearer. 

Would  you,  then,  touch  the  heart,  the  only  method  known 

My  worthy  friend,  is  first  to  have  one  of  your  own." 

All  this  applies  well  to  a  Life  agent.  If  he  loves  hi« 
work  ;  if  he  puts  his  heart  under  it,  look  out  for  results  \ 
To  do  much,  he  must  be  full  of  it.  A  Secretary  once 


52  THE    (DUALITIES    OF    A    GOOD  AGENT. 

wrote  to  a  newly-appointed  agent  :  "  Your  very  boots  must 
creak  the  name  of  your  Company  !"  It  reminded  us  of  the 
advice  of  Dr.  J.  W.  Alexander  to  a  ministering  brother,  as 
to  having  his  heart  enlisted  in  sermonizing  :  "  Live  for  your 
sermon.  Live  in  your  sermon.  Get  some  starling  to  cry — 
'Sermon  !  sermon  !'  ' 

No  class  of  men  ever  propagated  a  great  interest,  and 
carried  it  through  to  victory,  who  did  not  first  wed  it,  and 
wholly  cast  in  their  lot  with  it  for  better  or  for  worse. 

All  effective  agents  have  "Life  Assurance  on  the  brain." 
They  spring  to  their  task  with  an  elastic  and  buoyant  spirit. 
Write  it  down  as  a  rule,  that  no  man  ever  does  much  who 
is  not  enthusiastic  in  his  profession  or  business — who  does 
not  think  his  enterprise,  whatever  it  be,  the  greatest,  or  at 
least  one  of  the  greatest,  and  most  important  in  the  world. 
Only  then  are  his  energies  untiring.  Only  then  does  the 
fire  in  his  own  soul  kindle  upon  the  souls  of  others. 


4.    WE  is     ACTIVE    AND    INDUSTRIOUS, 

WHEN   a  lady  once   asked    Turner,  the   celebrated 
English  painter,  what  his  secret  was,  he  replied  : 
"  I  have  no  secret,  madam,  but  hard  work/'     This  L  a  se 
cret  that   many  have  ..never,  learned,   and  ,trom  this   cause 


THE    QUALITIES    OF    A    GOOD    AGENT.  53 

they  don't  succeed.  Labor  is  the  genius  that  changes  the 
world  from  ugliness  to  beauty,  and  the  greatest  curse  to 
one  of  the  greatest  blessing. 

It  is  eminently  true  in  Life  Assurance,  that  fc  the  hand 
of  the  diligent  maketh  rich:"  while  "idleness  clotheth  a 
man  in  rags." 

There  is  no  way  of  getting  on  well  in  a  Life  agency, 
short  of  absolutely  hard  work,  and  the  devotion  of  time 
to  it.  The  agent  must  be  a  man  not  only  to  f  strike  the 
iron  while  it  is  hot/  but  as  Cromwell  said,  '  to  make  the 
iron  hot  by  striking.'  "Pen  etpeu," — little  by  little — is 
a  motto  to  be  hung  up  in  the  agents'  office.  Or  this: 
"Only  work  wins." 

Luther  was  once  asked  how  he  found  time  to  translate 
the  Bible.  His  reply  was,  f'  I  did  a  little  every  day."  And 
Beethoven,  when  fifty-two  years  of  age,  wrote  to  his  friend 
Wegeler,  "  My  maxim  has  always  been  nulla  dies  sine  linea 
(no  day  without  a  line),  and  if  I  allow  my  muse  to  slum 
ber,  it  is  only  that  she  may  awake  with  fresh  vigor." 

A  Life  agent  accepting  such  sentiments  is  on  the  road  to 
success. 

LI  li  i<  A  i( 

U  N  1  V  K  li  S  I  T  V   <  >  F 

CALIFORNIA. 

V 


54  TH2    QUALI1IES    OF    A    GOOD    AGENT. 


5,     WE  is    COURAGEOUS  AND   DETER 
MINED. 

ONE  should  not  accept  a  Life-agency  until  he  has 
made  up  his  mind  to  succeed.  It  has  its  difficulties 
and  discouragements.  But  you  must  remember  that  a  man 
can  hardly  be  expected  to  jump  into  any  splendid  business 
at  once.  Very  few  agents  are  as  successful  as  they  could 
desire  at  the  outset.  One  of  the  most  efficient  agents  in 
the  country  worked  diligently  for  six  weeks  before  he  took 
his  first  risk;  but  he  said,  "  I  am  bound  to  succeed." 
During  the  next  three  months  his  commissions  were  over 
twelve  hundred  dollars. 

tf  The  wise  and  active  conquer  difficulties 
By  daring  to  attempt  therm,  ;  sloth  and  folly 
Shiver  and  sink  at  sights  of  toil  and  hazard, 
And  make  the  impossibility  they  fear." 

The  old  Crusaders  used  to  say,  "Faint  heart  never  won 
/air  lady."  Another  adage  in  everybody's  mouth  declares 
that  " Fortune  favors  the  brave." 

That  famous  educator,  Miss  Mary  Lyon,  of  South  Had- 
ley,  Mass.,  used  to  say  to  her  pupils,  "  If  you  commence 
teaching  and  do  not  succeed,  teach  till  you  do.succeed." 

If  the  agent  gets  sorely  disappointed  in  cases  where   he 


THE    QUALITIES    OF    A    GOOD    AGENT.  55 

was  confident,  let  him  nevertheless  remember  the  lines  in 
the  Loves  of  the  Angels : 

<c  Hope's  precious  pearl  in  sorrow's  cup 

Unmelted  at  the  bottom  lay, 
To  shine  again  when,  all  drunk  up, 

The  bitterness  should  pass  away." 

A  newly-appointed  agent  once  said,  when  finding  it 
hard  to  get  a  start,  and  to  make  both  ends  meet  in  living 
"  I  will  share  a  dry  cracker  with  my  wife  sooner  thar 
give  it  up!"  We  scarcely  need  add  that  he  had  a  per 
manent  success. 

Here  one  may  well  write  over  his  office-door  General 
Grant's  famous  dispatch,  tr  I  will  fight  it  on  this  line,"  etc. 
or  the  couplet  of  Sir  Walter  Scott : 

"  Come  one,  come  all — this  rock  shall  fly 
From  its  firm  base  as  soon  as  I." 

Never,  in  a  solitary  case,  have  we  known  an  agent  to 
complain  of  a  lack  of  business,  if  he  patiently  Vf  nt  at  it 
with  full  faith  that 

"In  the  bright  vocabulary  of  youth 
There's  no  such  word  as  FAIL  !" 


56  THE    QUALITIES    OF    A    GOOD    AGENT. 

6.  MR  HAS  TACT  AND  DISCRIMINATION. 

THE  great  thing  in  assuring  men  is  to  use  that  partic 
ular  argument  at  the  right  moment  which  will  gain 
the  object.  Or,  which  is  the  same  thing,  to  say  just  what 
will  carry  conviction  and  lead  to  immediate  and  conclusive 
action — and  nothing  more.  Of  some  men  in  urging  assur 
ance  it  may  be  said, 

rc- His  zeal 

None  seconded,  as  out  of  season  judged, 
Or  singular,  or  rash." 


Some  agents  presume  too  little.  Better  take  for  granted 
that  the  man  you  approach  will  assure.  Better  assume  that 
he  is  ready .  Approach  him  saying,  tc  Here  is  something 
for  your  interest  •  something  you  want ;  perhaps  the  best 
thing  you  ever  met  with."  Tell  him  what  it  is,  and  act  as 
if  you  expected  him  to  close  up  the  matter  at  once. 

Some  agents  talk  too  much.  Never  is  a  flood  of  words 
more  out  of  place  than  in  urging  Life  Assurance.  Dorft 
talk  the  man  to  death  !  Let  him  have  time  to  breathe,  and 
breathe  yourself.  Watch  the  motions  of  the  countenance. 
Trace  the  workings  of  the  mind.  Mark  what  pleases. 
If  you  have  made  a  point,  don't  w?imake  it.  Now  be 
cautious  in  speaking  !  One  indiscreet  remark  just  at  this 
moment  may  be  fatal  to  your  purpose. 


THE    QUALITIES    OF    A    GOOD    AGENT.  57 

Some  agents  explain  too  minutely.  They  are  too  fear 
ful — scrupulous,  shall  we  say — lest  the  man  shall  not  see 
everything  about  the  whole  subject.  So  they  must  argue 
and  demonstrate,  until  the  man's  mind  is  confused,  or 
rendered  indifferent.  Aim  to  persuade,  to  move,  rather 
than  to  convince.  Very  likely  he  believes  in  assurance 
now.  Address  yourself  to  the  one  work  of  leading  him  on 
into  it. 

At  a  meeting  of  solicitors  the  question  was  once  raised  : 
"  What  tables  do  you  find  most  popular  ?"  One  replied  : 
"  I  never  ask  r  what  table  do  you  prefer  ?'  I  tell  him  what 
table  he  wants,  and  go  about  assuring  him  !  I  get  out 
the  application,  and  ask  for  his  full  name,  and  hold  the 
pen  to  write  it  down ;  and  so  carry  the  man  right  along 
with  me  till  the  thing  is  completed  !" 

Oftentimes  a  bold  move  of  this  kind  is  most  successful. 
In  other  cases  things  must  proceed  with  greater  delibera 
tion.  At  any  rate,  don't  commit  the  man  if  there  is 
danger  of  a  refusal.  Don't  hear  it,  if  given ;  but  leave 
the  matter  for  some  other  time. 

Let  an  agent,  in  these  and  other  particulars,  study  human 
nature,  and  acquire  tact  and  discrimination.  If  thoughtful 
and  attentive,  he  will  be  sure  to  acquire  it,  and  much 
more  readily  than  he  may  imagine. 


58  THE    QUALITIES    OF    A    GOOD    AGENT. 

7,    WE    SPEAKS  THE  TRUTH, 

"First  in  the  glories  of  thy  front 
Let  the  crown-jewel  TRUTH  be  found." 

REQUESTING  of  an  officer  in  a  Life  Company  to 
name  a  subject  for  an  article  to  agents,  he  said, 
"  Write  on  this :  How  to  get  along  without  lying."  And 
he  added,  "  Agents  will  lie  ! — they  tell  anything  that  suits 
their  purpose — and  this  gives  a  bad  name  to  the  whole 
business."  Certainly  this  is  far  from  being  true  of  all 
agents,  but  it  is  true  of  too  many. 

It  is  high  time  that  Life  Agents  set  their  faces  against 
this  practice  of  deception.  They  may  rest  assured  that 
here,  as  everywhere,  "  honesty  is  the  best  policy." 

"A  man  of  sense  will  artifice  disdain, 
As  men  of  wealth  may  venture  to  go  plain." 

In  the  end  misrepresentations  are  pretty  sure  to  be  visited 
upon  the  offender's  own  head ;  so  that 

"  They  that  act  unjustly 
Are  the  worst  rebels  to  themselves." 

And  how  abhorrent  the  idea  of  trifling  with  the  confi 
dence  of  men,  and  so  misleading  and  deceiving  them  that 
they  shall  hereafter  say :  "  He  is  dishonest ;  I  would  not 
believe  him  under  oath ;"  as  one  was  lately  heard  to  say  of 


THE    QUALITIES    OF    A    GOOD    AGENT.  59 

an  agent  who  had  told  him  what  proved  to  be  untrue  in 
respect  to  his  premiums  e.nd  dividends. 

Benjamin  Franklin  is  often  quoted  as  authority  for  the 
value  of  Life  Assurance,  and  very  properly  so.  But  Frank 
lin  said,  "  Let  honesty  be  as  the  breath  of  thy  soul.'1 


8. 


o 


HAS  A   GOOD    REPUTATION. 

F  an  agent's  veracity  men  ought  not  only  to  be  able 
to  affirm. 


" What  he  says 

You  may  believe,  and  pawn  your  soul  upon  it;" 

but  they  ought  to  be  able  to  compliment  him  throughout 
as  a  thoroughly  honest  and  true  man. 

The  remark  has  been  made  by  somebody,  concerning 
writers,  that  "  it  makes  all  the  difference  in  the  world  who 
is  behind  the  pen."  If  we  know  that  a  writer  or  speaker 
is  tricky,  scheming,  hypocritical,  or  corrupt,  we  refuse  to 
be  influenced  by  him.  On  the  other  hand,  it  is  remark 
able  what  weight  the  words  of  a  man  of  character  have. 

All  this  is  equally  true  in  business  success.  And  hence 
the  reputation  of  an  agent  in  the  community  should  be 
unequivocally  good.  It  will  be  found  a  chief  element  of 
strength.  Let  him  aim  to  be  an  honor  to  the  Company  he 
represents  remembering  that  it  will  be  judged  of  by  him, 


60  THE    QUALITIES    OF    A    GOOD    AGENT. 

and  that  he  should  do  nothing  to  derogate  from  its  good 
name,  or  from  the  reputation  of  Life  Assurance  in  general. 
Let  him  be  strictly  temperate,  and  in  all  respects  so  bear 
himself  that  even  his  opponents  will  be  compelled  to  say, 

"  I've  scanned  the  actions  of  his  daily  life 

With  all  the  industrious  malice  of  a  foe, 

And  nothing  meets  mine  eyes  but  deeds  of  honor." 


c),    WE   is     AGREEABLE    IN     MAN 
NERS. 

TREATING   everybody   in    a   respectful  way,  is  one 
of  the  surest  means  of  getting  on  in  the  world.      It 
costs  but  little,  and  is  worth  a  great  deal.      A  buffoon, 

cf  Fit  for  the  mountains  and  the  barbarous  caves, 
Where  manners  ne'er  were  preached," 

is  out  of  place  in  a  Life  Agency.  Coarseness,  vulgarity, 
looseness  of  conversation,  repulsive  manners — all  this  is  dis 
graceful,  and  a  serious  drawback  upon  success. 

So  honorable  and  beneficent  is  the  vocation  of  a  Life 
Agent,  that  we  instinctively  demand  in  him  a  correspondence 
to  the  portraiture, 

le  Tho'  modest,  on  his  unembarrassed  brow 

Nature  had  written  f  GENTLEMAN.'  ' 
We  demand  that  he  shall  be 

el — For  courtesy,  behavior,  language, 
And  every  fair  demeanor,  an  example." 


THE  QUALITIES    OF    A    GOOD    AGENT.  6l 

The  pen-picture  of  a  quaint  writer,  sketching  the  true 
gentleman,  is  worthy  of  the  study  of  a  Life  Agent  : 

"He  is  above  a  low  thing.  He  cannot  stoop  to  a  mean 
fraud.  He  invades  no  secret  in  the  keeping  of  another. 
He  betrays  no  secrets  confided  to  his  own  keeping.  He 
never  struts  in  borrowed  plumage.  He  never  takes  selfish 
advantage  of  one's  mistakes.  He  uses  no  ignoble  weapons  in 
controversy.  He  never  stabs  in  the  dark.  He  is  ashamed 
of  inuendoes.  He  is  not  one  thing  to  a  man's  face.,  and 
another  behind  his  back.  He  may  be  trusted  out  of  sight 
— near  the  thinnest  partition — anywhere  He  buys  no 
offices,  he  sells  none,  he  intrigues  for  none.  He  would 
rather  fail  of  his  rights  than  win  them  through  dishonor. 
He  will  eat  honest  bread.  He  tramples  on  no  sensitive 
feeling.  He  insults  no  man.  If  he  have  rebuke  for 
another  he  is  straightforward,  open,  manly.  He  cannot 
descend  to  scurrility.  In  short,  whatever  he  judges  honor 
able  he  practices  toward  every  man."  To  such  gentlemanly 
bearings  as  this,  large  tolerance  will  be  yielded^  even  under 
the  most  persistent  urgency. 


62  THE    QUALITIES    OF    A    GOOD     AGENT. 


10.    WE  is  DEVOTED   TO  HIS   CALLING. 

LIVE  MEN  are  nowhere  more  needed  than  in  Assur 
ance  Agencies.  They  are  a  necessity  in  a  commu 
nity,  and  probably  always  will  be,  because  men  will  not 
spontaneously  go  into  Assurance.  Instruction,  persua 
sion,  reminding  them  of  an  imperative  duty,  is  essential. 
Here  is  room  for  the  perpetual  play  of  an  agent's  best 
powers.  Unless  he  stir  up  men,  a  great  obligation  is  passed 
by  unnoticed.  There  is  no  adequate  substitute  for  activity 
among  assurance  agents.  The  public  is  practically  inca 
pable  of  performing  its  duties  without  the  continual  urgency 
of  individuals  whose  interest  it  is  to  importune  men  to  do 
themselves  justice.  And  it  is  surprising  how  much  a  few 
energetic  minds — one  energetic  mind,  even — may  do  to 
wards  informing  and  exciting  the  public  on  this  subject. 

Agents  often  distrust  their  ability  to  succeed  in  the  busi 
ness  of  Life  assurance  to  such  an  extent  as  will  warrant 
them  in  devoting  their  whole  time  to  it,  and  so  they  make 
small  gains  by  other  means.  But  the  lesson  of  experience 
is,  that  in  order  to  succeed,  all  the  tact,  ability,  and  energy 
must  be  concentrated  on  this  one  work. 

The  essential  thing  is  that  the  agent  be  absorbed  in  hi* 
vocation.  The  largest  powers  become  weak  when  divided 


THE    QUALITIES    OF    A    GOOD    AGENT.  63 

and  dissipated  among  many  aims.  Inferior  powers  are 
mighty  when  concentrated.  It  is  very  seldom  that  a  man 
does  different  things  welt.  Life  agents  who  have  rolled  up 
for  themselves  a  splendid  income,  have  not  done  it  by  car 
rying  on  other  matters  at  the  same  time.  They  took  up 
Life  Assurance  as  a  business  for  life  •  and  they  prosecuted 
it  with  singleness  of  aim,  and  an  absolute  concentration 
of  their  best  faculties. 


11.    Wis    INTEREST    is    IN    ONE    COM 
PANY, 

UNLESS  it  is  specially  understood  at  the  time 
an  agent  receives  his  appointment  that  he  has 
liberty  to  solicit  applications  for  other  companies,  it  is  ex 
pected  thai  he  will  work  exclusively  for  the  company 
appointing  him.  The  reason  is  plain.  No  agent  can  do 
full  justice  to  any  one  company  when  he  is  equally  inter 
ested  in  advocating  the  claims  of  one  or  two  more.  He 
should  have  HIS  preferences  in  order  to  make  others  have 
theirs.  And  the  loose,  scattering  way  of  offering  one  thing 
or  another  with  equal  recommendation,  is  injurious  to  all 


64  THE    QUALITIES    OF    A    GOOD    AGENT. 

parties.  A  high  authority  remarks,  that  "  however  it  may 
appear  to  a  novice  in  the  business,  it  is  the  uniform  testi 
mony  of  agents  who  have  had  large  experience  in  Life  As 
surance,  that  it  is  far  best  to  bring  all  the  ability  and  en 
thusiasm  one  can  command  to  the  advocacy  of  the  claims  of 
a  single  company" 

12,    CAREFUL   IN    SELECTING    RISKS. 

I  T  cannot  be  too  deeply  impressed  upon  the  mind  of 
-•-  an  agent,  that  poor  risks  area  damage  both  to  himself 
and  to  the  company.  The  officers  watch  the  losses  as 
closely  as  they  do  the  business  of  the  agent.  Some  men  se 
cure  a  large  number  of  policies,  and  at  the  same  time  are 
careless  as  to  the  selection  of  the  risks  •  and  the  result  is  that 
the  ratio  of  che  losses  through  that  agent  exceed  that  of  the 
average  ratio  of  the  company's  risks;  and  so  in  the  end 
he  is  dismissed  in  digrace,  and  loses  the  benefit  of  his  labors, 
and  also  his  position  as  a  life  agent;  while  those  who  have 
done  a  much  smaller  business,  and  done  it  carefully,  are 
strengthened  in  the  confidence  of  the  company,  and  perma 
nently  retained.  One  loss  in  your  new  field  may  more  than 
counterbalance  the  profits  of  your  agency  for  a  year  In 
every  way  show  to  the  Company  that  they  can  rely  upon 
your  judgment. 


BEGINNING  THE   BUSINESS. 


PERSONAL    CANVASS    AT    THE 
OUTSET. 

EFORE  one   can   become   a   successful 
manager  of  a  Life  Agency,  he  must  have 
had  actual  icorJc  in  getting  applica 
tions.   This  is  beginning  at  the  bottom. 
Nothing  can  compensate  for  the  lack  of 
this  lesson  at  the  feet  of  that  best  teacher, 
EXPERIENCE. 

A  beginner  in  the  business  must  therefore 
begin  here.     He  will  in  this  way  learn  more 
in  a  few  days  than  he  would  in  weeks  of  theo 
rizing.      Let  him  take  right  hold  of  canvassing, 
without  stopping  for  anything.      Let  him  try  his 


68  BEGINNING  THE  BUSINESS. 

hand  at  it,  and  learn  how  to  use  his  tools  by  using  them. 
If  you  are  timid,  doubtful,  strike  out ! 

"  Tender-handed  stroke  the  nettle, 
And  it  stings  you  for  your  pains ; 

Grasp  it  like  a  man  of  mettle, 
And  it  soft  as  silk  remains." 

And  remember  the  saying  of  a  French  author  :  "  It  is 
the  first  step  that  costs"  That  is  the  difficult  one.  Take 
that;  take  it  rightly,  and  half  the  trouble  in  starting  business 
is  got  along  with. 

2.     A    POLICY    ON    HIS    OWN    LIFE. 

A  CIVIL  engineer  once  had  finished  a  complicated 
railroad  bridge,  when  many  speculated  and  doubted 
as  to  its  strength.  Mounting  a  huge  engine,  he  ordered  it 
out  upon  the  bridge,  and  crossed  and  recrossed  at  full 
speed.  He  thus  gave  proof  of  his  faith  in  his  own  structure. 

A  Life  agent  is  expected  to  do  likewise.  If  asked  "Are 
you  assured  in  this  Company  ?"  it  would  be  a  sorry  answer 
if  obliged  to  say  "  no  !"  But  if  he  can  say  "yes,'*  it  will 
act  as  an  inducement  to  others.  And  all  the  better  if  he 
can  say  "  I  have  a  large  policy;"  naming  a  heavy  amount. 

It  should  be  added,  that  your  taking  a  policy  on  your 
own  life  is  evidence  to  the  Company  of  sincere  earnestness 
in  accepting  an  agency. 


BEGINNING   THE    BUSINESS.  69 

It  is  also  an  excellent  habit  to  carry  your  policy,  (as  well 
as  a  list  of  large  policyholders  and  the  sums  they  are  assured 
for,)  in  your  pocket,  and  show  it  on  suitable  occasions, 
pointing  out  its  provisions  and  advantages. 


3.    FAMILIARITY    WITH    LIFE    ASSUR 
ANCE. 

LEISURE  hours  should  now  be  employed  in  ft  read 
ing  one's  self  up"  as  to  Life  Assurance  : — its  origin, 
history,  science,  and  a  thousand  other  facts  and  particulars. 
Reports  of  'Commissioners'  are  valuable.  A  monthly 
Assurance  Journal  will  be  found  stimulating  and  rewarding. 
An  agent  should  not  be  a  novice.  If  he  shows  familiarity 
with  his  business  it  gives  other  persons  confidence  in  the 
Company  he  represents.  Then,  too,  one  perfectly  familiar 
with  his  business,  and  the  relations  which  exist  between 
the  assurer  and  assured,  has  the  power  to  enforce  the 
advantages  of  the  whole  system  of  Life  Assurance  to  the 
conviction  of  his  friends  in  a  manner  at  once  agreeable  and 
pertinent.  It  requires  no  great  power  of  persuasion  to 
induce  people  of  ordinary  prudence  to  insure  their  property 
against  destruction  by  fire  or  water,  but  it  does  require 
some  power  of  persuasion,  and  appropriateness  of  illustra 
tion,  to  induce  one  to  take  a  life  policy. 


•JO  BEGINNING  THE    BUSINESS. 

Hence,  if  one  would  be  master  of  his  business,  he  must 
be  a  round-about,  full,  broad-minded,  and  ready  man. 


4.     POSTED    AS    TO    HIS    COMPANY. 

IT  is  especially  necessary  that  an  agent  understand  all 
about  the  Company  he  represents.  Its  strong  points 
should  be  appreciated,  and  kept  prominent.  We  know 
agents  who  say  very  little,  but  come  right  to  the  special 
advantages  offered  by  their  Company,  and  generally  carry 
their  case. 

Where  objection  is  made  that  in  this  or  that  particular 
some  other  company  surpasses  yours  in  advantages,  the  agent 
must  be  able  to  give  facts.  Hence,  he  should  know,  and 
be  ready  to  produce  whatever  considerations  will  relieve 
the  apparent  difficulty  or  objection.  From  this  it  will  be 
seen  how  important  it  is  to  be  thoroughly  posted  on  the 
comparative  merits  of  his  own  and  other  companies. 


5.     His     MEDICAL 

WHERE  the   agent  has  the  selection  of  his  medical 
examiner,    one  of  undoubted  skill   and  soundness 
of  judgment  should  first  of  all  be  sought.    If  to  this  be  added 


BEGINNING    THE  BUSINESS.  J  \ 

agreeable  manners,  and  a  pleasant  way  of  approaching  and 
handling  men,  rather  than  a  brusque,  cold,  repulsive  way, 
as  is  sometimes  the  case,  it  will  be  a  valuable  qualification ; 
for  the  bearing  of  the  medical  examiner  has  a  great  deal 
to  do  with  making  it  pleasant  for  applicants. 

The  agent  should  also,  if  possible,  induce  the  physician 
td  take  a  policy  in  the  office  employing  him.  And  where 
this  is  not  possible,  he  should  use  every  endeavor  to  interest 
the  examiner  in  the  success  of  the  agency,  and  secure 
his  influence  and  co-operation.  In  many  cases,  the  con 
sulting  physician  will  give  the  agent  a  list  of  his  patrons, 
and  his  card  as  an  introduction.  It  is  a  great  point  gained 
if  the  doctor  be  thus  enlisted  as  your  helper. 

Get  the  medical  examination  made  at  once  after  obtain 
ing  each  proposal.  See  that  your  doctor  attends  to  it  with 
out  delay. 


6.   ACQUAINTANCES  REGISTERED  AND 
VISITED, 

SOON    as   a  start    is    thus   obtained,  the    agent  should 
make    out   a   complete  list     of    all     his    friends     and 
acquaintances,  and  set  about  the  work  of  seeing  and  address 
ing   them    personally  : —  perhaps   sometimes    sending,    in 


72  BEGINNING    THE  BUSINESS. 

advance,  a  card,  circular,  or  office-book.  He  should  not 
overlook  or  neglect  doubtful  cases,  for  the  most  unlikely 
are  often  the  first  to  assure.  He  should  count  no  visit  lost. 
Where  it  is  not  convenient  for  the  party  to  give  you  a 
hearing  now,  the  interview  had  better  be  deferred.  There 
is  no  use  in  pressing  the  matter  upon  a  man's  attention 
when  his  head  is  full  of  something  else,  or  when  he  is  in  a 
hurry,  or  in  bad  humor.  There  may  be  persistence  with 
out  giving  offense,  or  provoking  a  rebuff.  And  however 
coldly  received,  or  even  insulted,  bear  it,  and  when  it  comes 
around  right,  try  it  again.  By  all  means,  never  allow  your 
self  to  be  annoyed;  keep  your  temper  on  all  occasions,  and 
at  all  times  (f  learn  to  labor  and  to  wait."  Always  endeavor 
to  leave  a  good  impression.  It  will  be  of  value  to  you  at 
some  future  time. 


j.     MAKING     NEW      ACQUAINTANCES, 

PERSONAL  acquaintance  with  men  is  your  great 
stock  in  trade.  By  every  suitable  means  this 
should  be  extended.  If  starting  business  in  a  city  or  vil 
lage  where  you  are  not  generally  acquainted,  it  will  be  well 
to  turn  to  the  banks,  public  societies,  companies,  and  asso 
ciations  of  various  kinds,  as  found  advertised  or  registered 


BEGINNING    THE   BUSINESS. 


73 


in  the  fly-leaves  of  the  Directory,  and  thus  ascertain  the 
leading  men  of  the  place.  Make  out  a  list  of  those  you 
do  not  know,  and  seek  means  and  opportunities  of  favorable 
introductions  to  them.  In  time,  you  may  approach  almost 
every  one  of  them.  It  is  an  advantage,  also,  to  belong  to 
literary  and  other  societies. 


8.     GETTING  NAMES    FOR   REFER 
ENCE. 

ABOARD  of  local  references  can  in  most  cases  be 
readily  obtained.  But  it  is  of  great  importance  to 
secure  the  best  known  and  most  respectable  citizens.  You 
can  frankly  state  to  such  that  it  would  be  an  advantage  to 
have  the  use  of  their  names,  and  that  you  would  like  to  be 
able  to  say  they  are  assured  in  your  company.  This  will 
be  a  motive  that  you  can  use  in  soliciting  them  to  take  a 
policy.  Those  to  whom  you  refer  should,  if  possible,  be 
policy-holders  in  the  company.  In  very  rare  cases  (of 
highly  distinguished  persons)  this  rule  may  be  departed 
from. 

But,  whether    holding   policies  in  the  company,  or  not, 
those   to  whom  you  refer  should  be    carefully  informed  of 

the  peculiarities  of  the  companv,  and  enlisted  in  its  behalf. 
4 


74  BEGINNING    THE  BUSINESS. 

To  gain  this  point  in  respect  to  a  particular  individual  is 
often  worth  any  amount  of  effort. 


g.1  TREATMENT  OF  OTHER  AGENTS. 

THERE  can  be  no  reason  why  agents  of  different 
companies  residing  in  the  same  town  should  not,  as  a 
rule,  be  on  good  terms  with  each  other.  At  any  rate  there 
should  be  no  discourtesy  between  them,  and  all  attempts  to 
procure  business  by  depreciation  of  other  agents  and  com 
panies  will  generally  be  to  the  detractor's  disadvantage. 
Excepting  where  the  unworthiness  of  a  company,  or  its 
agent,  is  notorious,  insinuations  as  to  its  being  in  ef  a  dan 
gerous  condition,"  and  its  officers  being  "  unworthy  to  be 
trusted,"  and  the  like,  prove  an  injury  to  Life  Assurance 
generally,  and,  to  say  the  least,  are  of  doubtful  temporary 
advantage.  It  is  generally  sufficient  to  show  the  excellen 
cies  of  your  own  company. 


MANAGING  THE  BUSINESS. 


i.    PRDER    AND 


IN      VERY 


THING. 


ET  the  agent  keep  in  mind  that  "order 
is  heaven's    first   law."      In    the    office 
there  should  be  rfa  place  for  everything 
and  everything  in  its  place."     A  slov 
enly  appearance  in  the   office  is  indica- 
*    tive  of  careless  habits  generally. 
An   agent's  books   should   be    systematized 
and  well  posted,  so  that  he  can  turn  to  any 
point    in    a   moment.      Every    possible    fact 
should  there  be  properly  recorded;    such   as  his 
^    accounts  with  the  company,  and  with  each  policy- 
holder,  and  the  residence,  &c.,&c.,  of  the  latter. 


76  MANAGING    THE    BUSINESS. 

And  it  is  very  desirable  to  devote  a  particular  part  of 
each  day,  regularly,  to  canvassing.  Without  this  one 
may  do  business ;  with  it,  he  must  do  it. 


2.  RELATIONS  TO  THE  WOME  OFFICE. 

EVERY  good  agent  will  feel  a  pleasure  in- acquiescing 
with  the  Company's  rules  and  regulations  respecting 
agencies.  He  will  be  prompt  and  regular  in  all  reports  and 
remittances.  He  will  be  frank  and  honorable,  eschewing 
all  double-dealing,  secret  negotiations  with  other  compa 
nies  while  he  is  supposed  to  be  acting  in  good  faith  for  his 
own,  and  the  like.  Ke  will  write  to  the  President,  or  Gen 
eral  Agent,  confidentially,  and  show  in  every  way  that 
he  has  the  company's  interest  at  heart.  Whatever  affects 
the  company's  standing  or  success,  he  considers  as  affecting 
him.  He  feels  closely  identified  with  it,  and  therefore 
works  for  it  with  a  zest.  If  the  least  misunderstanding 
arises,  he  is  quick  to  have  it  explained  and  made  right.  At 
the  same  time,  if  there  be  any  points  connected  with  the 
business  that  he  does  not  clearly  comprehend — such,  for 
instance,  as  the  various  methods  of  assurance  offered,  the 
mode  of  dividing  profits,  etc.,  he  does  not  remain  in  doubt, 
but  writes  at  once  for  information. 


MANAGING  THE    BUSINESS.  77 


SATISFIED    WITH    TERMS, 


T 


SOME  agents  are  given  to  perpetual  uneasiness  as  to 
terms,  and  better  chances,  etc.  But  it  should  not  be 
forgotten,  that  what  is  for  the  agent's  interest  is  for  the 
company's  interest  ;  and  that  therefore  it  is  to  be  presumed 
that  a  company  will  deal  liberally  with  its  agents.  What 
ever  is  reasonable  will  be  pretty  sure  to  be  granted. 

And  an  agent  may  settle  this  in  his  mind  :  that  what 
ever  he  is  worth  lie  will  in  the  end  fetch.  If  he  proves 
himself  worthy  of  a  better  chance,  he  will  be  sure  to  get  it. 
The  thing  for  him  to  do,  then,  is  to  shoiu  that  he  can  d,6 
Life  business.  This  is  the  only  thing  he  need  concern 
himself  about  at  the  outset.  He  only  asks  a  foothold  —  a 
chance  to  demonstrate  that  he  has  capacity  for  this  work. 
If  it  is  in  him  it  will  be  sure  to  come  out;  and  he  will  soon 
find  his  level  and  get  as  good  a  position  somewhere  as  he 
deserves.  Two  lines  in  Addison's  Cato  may  well  be 
remembered  : 

"  'Tis  not  in  mortals  to  command  success  ; 

But  we'll  do  more,  Sempronius  —  we'll  deserve  it!" 

LI  Bit  A  i!  i 

UNIVEKS1TY   OF 

CALIFORNIA. 

--.^ 


MANAGING    THE  BUSINESS. 


4.    PROMPT    DELIVERY  OF    POLICIES. 

THE  delivery  of  policies  should  be  made  as  soon  as 
possible  after  they  come  into  the  hands  of  an  agent. 
Delay  may  bring  a  change  of  mind  on  the  part  of  an  appli 
cant.  A  large  proportion  of  returned  policies  would  have 
been  taken  if  agents  had  promptly  and  personally  attended 
to  their  business. 


5.    RENEWALS    AND    REJECTIONS. 

WHEN  a  payment  is  to  be  made  upon  a  policy,  it 
affords  an  opportunity  for  the  agent  to  congratulate 
the  assured  upon  his  good  investment ;   to  inquire  if  he  does 
not  wish  to  increase   the    amount,  and  if  he   cannot  name 
some  of  his  friends  who  might  desire  to  take  out  policies. 

Where  a  party  is  rejected  from  want  of  sufficiently  good 
health,  it  is  well  to  ease  over  the  disappointment  as  far  as 
possible  ;  to  advise  that  he  see  the  medical  examiner  some 
other  time  ;  and  to  express  the  hope  that  he  will  yet  be  able 
to  forward  a  good  application. 


MANAGING    THE  BUSINESS.  79 

6,     WELPING    THE    WESITATING. 

YOU  will  come  in  contact  with  many  men  who  never 
can  decide  to  assure.  They  are  convinced,  and  all 
but  ready  to  act.  But  unless  helped,  they  will  never  "cross 
the  Rubicon."  In  such  a  case,  get  out  your  forms  of  pro 
posal,  ask  for  pen  and  ink,  (or,  better  still,  carry  a  portable 
ink-stand  with  you,)  and  commence  filling  up  the  form  by 
asking  the  full  name,  etc.,  etc.  An  experienced  agent  remarks 
that  you  will  find  that  nineteen  men  out  of  twenty  will 
allow  you  to  decide  for  them  that  which  they  would  delay 
for  months,  or  even  years,  if  left  to  decide  it  for  themselves. 
At  the  same  time,  with  some  men  it  will  not  do  thus  to 
assume  that  they  are  ready.  You  must  wait  their  motion. 


7.    FILLING  OUT    APPLICATIONS. 

READ  carefully  the  directions  printed  on  the  margins 
of  the  application,  or  elsewhere,  as  to  particulars, 
and  write  out  the  applications  with  extreme  care,  as  this 
application  is  the  basis  of  a  contract  upon  which  possibly 
widows  and  orphans  may  depend  for  their  all.  You  have 
no  right  to  peril  it  by  haste  or  carelessness;  or  to  subject 
the  Company  and  yourself  to  delays  and  annoyances  from 
the  same  cause. 


8O  MANAGING    THE  BUSINESS. 

In  filling  out  the  application,  write  replies  to  every  ques 
tion  distinctly.  Insert  the  full  Christian  name,  both  of  the 
applicant  and  of  the  person  whose  life  is  to  be  assured. 

The  signatures  must  always  be  the  full  Christian 
names.  All  incomplete  and  incorrect  applications  will  be 
returned  to  you. 


8,    RESIGN    IF    DOING    "NOTHING. 

COMPLAINTS  are  often  made  by  companies,  that 
agents  who  do  little  or  nothing  do  not  throw  up 
their  commissions.  It  is  but  fair  that  an  appointee  either 
discharge  the  duties  of  his  office,  or  vacate  it  in  favor  of 
another.  Otherwise,  important  ground  will  be  unoccupied, 
and  the  company  will  suffer  harm  from  the  impression  which 
men  get  that  it  is  doing  no  business. 

A  dead  agency  is  worse  than  none.  When  a  live  man 
subsequently  takes  hold  of  it,  he  finds  its  antecedents  a 
serious  obstacle.  He  had  a  thousand  times  rather  begin 
anew. 

The  moment,  then,  that  the  agent  becomes  satisfied  that 
he  cannot  successfully  fill  the  place,  he  should  signify  it 
to  the  Company. 


ENLARGING  THE  BUSINESS. 


i.    WIDENING    ONE'S    FIELD. 


PON   hearing  a  minister  complain  that 
his   "field  was   too  narrow,"  a  brother 
replied,  "  Then  ichy  don't  you  enlarge 
it?"     Better    advice    could    not    have 
been    had.      The    same  counsel  might 
with    profit   be  given    to     many    a    man 
occupying  a  Life  agency  which  he  deems 
contracted."      On  that  same  field  some 
man  might  be  reaping  a  splendid  har- 


too 


other 

vest. 

It  is  all  a  mistake  (we  speak  as  a  general  rule) 
to  imagine  that  nothing  can  be  done  in  a  given 
place  because  there  are  "too  many  companies 


8  2  ENLARGING  THE  BUSINESS. 

operating  there,"  or  "  the  people  are  pretty  much  all  as 
sured,"  or  there  is  li  too  little  money  in  circulation;"  or 
something  like  it.  In  one  sense,  the  more  companies  the 
better.  The  mind  of  the  community  will  likely  be  stirred 
up  to  the  matter  of  assurance,  which  is  an  important  con 
sideration. 

The  more  people  know  of  this  subject  the  more  they  will 
like  it.  Life  Assurance  will  one  day  be  as  common  as  fire 
insurance;  and  you  may  just  as  well  think  of  exhausting  or 
overdoing  the  one  as  the  other.  We  had  rather  go  into  a 
community  where  there  are  a  dozen  companies,  than  where 
an  agent  had  never  been,  and  Life  Assurance  was  wholly  a 
new  thing.  In  fine,  no  matter  what  the  character  of  the 
•  field  is,  well  directed  effort  will  produce  satisfactory  results. 
It  is  not  so  much  the  field  as  the  man. 


TRIKING  FOR        ARGE 


L 


MANY  agents  err  in  not  aiming  high  enough  when 
soliciting  policies.    It  is  usually  well  to  name  a  large 
sum,  even  if  it  be  rejected.      It  will  help  to  expand  one's 
ideas,  and  secure  him  for  a  respectable  amount. 

And   again,  it  is  a  great  mistake  to  pass  by  the  rich,  and 
be  always   working  at  men  with  small  means.     "  Nothing 


ENLARGING  THE  BUSINESS.  8  3 

venture,  -nothing  have."  Try  that  man  of  independent 
means.  Don't  be  afraid  !  If  you  secure  him,  it  will  make  up 
for  many  failures.  Remember  that  one  policy  of  ten 
thousand  dollars  is  worth  ten  policies  of  a  thousand  dollars. 
Besides  this,  it  gives  standing  to  your  company  to  iden 
tify  with  it  those  who  are  in  affluent  circumstances. 


3,   DEPENDING  ON  «  MACHINERY," 

IT  is  a  trite  remark  of  some  one,  that  "  the  best  way 
to  do  a  thing  is  to  do  it  !"  While  some  men  are  getting 
ready  to  work,  and  "  operating  "  their  machinery,  others 
will  step  in  and  accomplish  the  same  thing  without  any 
body's  knowing  it.  An  English  writer  says:  "  there  are 
two  kinds  of  agents.  Some  of  them  mean  well,  yet  they 
think  they  must  have  a  very  large  amount  of  stationery,  and 
plates  on  their  doors,  and  boards  on  houses,  and  large  bills 
to  stick  about  the  town,  and  they  are  constantly  asking  for 
something  of  this  kind.  On  the  other  hand,  there  is 
another  class  of  agents  who  do  little  of  this  sort  of  thing. 
They  remind  us  very  much  of  the  owners  of  two  barges 
which  got  aground  near  London  Bridge.  One  of  them  got 
a  large  number  of  horses,  and  brought  all  their  strength  to 
bear  upon  one  of  the  barges,  and  tore  it  to  pieces  ;  the 


84  ENLARGING  THE   BUSINESS. 

other  watched  for  the  tide,  and  when  it  rose  seized  the 
opportunity,  and  took  it  safely,  with  sails  and  helm,  into 
harbor.  Now,  what  we  want  agents  to  do  is  to  seize  oppor 
tunities,  seek  for  them,  and  when  they  find  them,  not  to 
make  a  great  noise,  but  do  the  work  right  up."  While  one 
agent  may  be  puffing  his  office  in  every  newspaper  in  his 
neighborhood  from  year  to  year,  the  working  agent  is 
steadily  and  noiselessly  accumulating  a  large  business. 

4.    EDITORIAL    NOTICES, 

AND  yet  we  would  by  no  means  despise  helps  and 
auxiliaries  in  getting  business.  One  of  these  is  local 
(and  if  possible  editoral)  notices  in  the  papers.  It  is  very 
rare  that  this  cannot  be  brought  about;  if  not  directly,  then 
through  the  influence  of  other  parties.  One  good  editorial 
notice  is  worth  a  year's  advertisement  in  the  business  col 
umns.  By  all  means  induce  the  editor  to  take  a  policy,  if 
the  thing  is  possible,  so  that  he  can  say  "  We  are  assured 
in  this  Company." 

5.    USE  OF    OFFICE-BOOKS,  ETC. 

JUDICIOUS     distributions     of     these      is      desirable. 
If  the   Company   is    wholly    unknown   in    the     com 
munity,    show-cards,    circulars,   office-books,    annual    state- 


ENLARGING  THE  BUSINESS.  85 

ments,  &c.,  may  be  freely  given  away.  In  many  cases, 
however,  in  getting  an  application,  no  reading  matter  will 
be  serviceable.  We  know  agents  who,  as  a  rule,  just  take 
the  tables  of  the  Company  in  their  hands  and  go  out  and 
get  business — very  rarely  using  any  other  printed  matter. 
But  where  one  will  "think  about  it,"  it  is  wise  to  give  him 
something  to  read,  especially  if  it  explains  and  enforces  the 
assurance  of  life.  So  far  as  documents  of  any  kind  are  really 
effective,  they  are  a  cheap  investment.  And  they  should 
be  put  into  the  hands  of  those  already  assured,  as  well  as 
the  unassured.  This  will  increase  their  confidence,  and  in 
many  cases  they  will  show  them  to  their  friends. 


6.     INFLUENCE  OF  THE    MINISTER^ 

LIFE   agents  should  cultivate  the    acquaintance   of  the 
clergy,   and  by    every    suitable    means    endeavor  to 
secure  their  influence.      In  most  cases  a  minister  will  give  a 
note  of  introduction,  or  a  general  letter    commendatory  of 
the  agent  and  his  Company.      Often,  too,  a  pastor  will  fur 
nish  a  list  of  the  members  of  his  parish  most  likely  to  assure. 
It  is  of  great  importance  to  effect  an   assurance  upon  the 
minister's  life.      Where  he  is  unable,  or  disinclined,  some 
one  of  his  parishioners  may  be  induced  to  take  up  the  mat- 


86  ENLARGING  THE   BUSINESS. 

ter  and  raise  the  premium,  and  make  a  present  to  the  pasto* 
of  a  policy.      Suggest  this  to  some  one  of  the  members. 


7.     SUNDAY- SCHOOL   TEACHERS. 

BECOMING  associated  with  the  Sunday-school  will 
not  only  extend  one's  usefulness  in  general,  but  en 
hance  his  success  as  an  agent.  It  gives  him  a  standing  in 
the  community,  introduces  him  to  young  men  of  enterprise 
and  growing  influence,  and  identifies  him  with  the  congre 
gation  and  its  leader. 


8.  PROFITING  BY  DEATHS  OF  ASSURED. 

WHERE  a  life  falls  in  the  community  with  an 
assurance  upon  it,  especially  if  it  is  of  great  advant 
age  to  the  surviving  members  of  the  family,  particulars 
may  be  profitably  obtained,  and  the  circumstances  com 
mented  upon.  Perhaps  the  relatives  and  friends  may  be 
induced  to  assure. 


ENLARGING  THE  BUSINESS.  87 

9.     SAME    OF  THE    UNASSURED. 

VERY  few  communities  do  not  furnish  examples 
where  a  life  policy  upon  the  deceased  parent  would 
have  been  a  God-send  to  the  afflicted  household.  It  is  not 
only  proper  to  refer  to  such  cases,,  but  an  agent  is  derelict 
in  duty  if  he  does  not  interpret  and  apply  such  providences 
as  a  warning  against  the  neglect  of  Life  Assurance.  Sudden 
deaths  give  especial  point  to  such  appeals. 


10.     NEW     ATTENTION  TO     CANVASS 
ING, 

THE  memorandum  book  may  now  be  profitably  re 
filled  with  names  of  friends,  and  names  of  those 
whose  acquaintance  may  be  cultivated.  It  is  ever  to  be 
borne  in  mind,  that  personal  canvas*  is  the  one  sure  clue 
to  a  growing  success.  All  other  means  put  together  will 
not  amount  to  so  much  as  the  single  matter  of  intelligent 
activity.  Indeed,  unless  backed  by  activity  they  are  of  no 
avail.  That  which  pays,  and  pays  with  compound  interest, 
is  the  direct  grapple  of  the  agent's  mind  upon  the  indi 
vidual  minds  of  the  community* 


gg  ENLARGING  THE  BUSINESS. 

Write  this    down    as   an  axiom  :    "  ASSURANCE  WILL  NOT 

COME     INTO     MY     OFFICE  ;      I   MUST  GO   OUT  AND  INVITE   IT  IN  •, 
I   MUST,    I   WILL,   SOLICIT,   SOLICIT,  SOLICIT  !  " 


A 


11.    THE    MOTIVE  OF  ^ATRONAGE. 

SHREWD  agent  will  make  every  business  relation 
tell  upon  his  assurance  business.  The  merchant,  the 
mechanic,  the  banker,  the  physician,  the  grocer,  the  tailor, 
the  printer,  may  reasonably  be  solicited  to  take  a  policy  on 
the  consideration  of  your  patronage.  If  approached  in  a 
delicate  way,  no  man  will  think  the  less  of  you  for  suggest 
ing  this.  It  is  a  fair  business  transaction. 

12,    NEVER  WITHOUT    ^LANK  APPLI 
CATIONS. 

THE  hunter  does  not  go  into   the   woods   and   fields 
without  ammunition.   Neither  should  the  Life  agent 
cross  the  threshold  of  his  office  without  being  in  a  condi 
tion  to  "  produce  the  documents,"  in  case  they  are  wanted. 
The   neglect   of  this    simple   precaution  has  lost  many  an 


ENLARGING  THE  BUSINESS.  89 

agent  more  than  one  application.  While  going  for  the  gun 
the  game  fled  !  Be  always  ready  to  say,  "  Well,  let  us  fix 
it  right  up  now  !  Ihere*s  no  time  like  the  present  !  " 


13.     RECOMMENDING    NEW     AGENTS. 

I  T  is  expected  of  an  agent  to  keep  an  eye  out  for  stir- 
-*-  ring  business-men,  adapted  to  a  Life  agency,  who  might 
like  to  change  their  occupation.  These  he  will  recommend 
to  the  Home  Office  for  appointment,  in  case  they  are  wanted 
either  in  his  own  or  some  other  field.  If  he  meets  with 
agents  of  other  companies  who  desire  to  dissolve  their  pres 
ent  connection,  it  is  proper  to  mention  it ;  but  it  is  not  honor 
able  to  try  to  induce  them  to  change  companies. 


14,    OPERATING    THROUGH    <.  BOSSES," 
ETC. 

I  N  large  business  or  manufacturing  establishments,  it  is 
A  important  to  get  the  good-will  of  the  principal  head 
(and  assure  him  if  possible),  and  so  obtain  favorable  access 
to  those  in  his  employ.  Very  often,  also,  the  superintend 
ent  or  foreman  of  a  concern  is  a  more  useful  friend  than 


90  ENLARGING  THE  BUSINESS. 

even  the  principal.  Or  one  of  the  clerks  or  common  work 
men  may,  by  proper  influences,  become  of  very  great  ad 
vantage  in  introducing  the  agent  to  his  associates  in  the 
shop  or  the  warehouse. 


SOLICITING  THE  «  NTIMATE 

^RIEND.'r 


THIS  is  a  most  favorable  way  of  introducing  the  sub 
ject  of  assurance  ;  and  the  fact  that  a  particular 
acquaintance  has  obtained  a  life  policy,  will  often  be  a  suffi 
cient  inducement  for  him  at  least  to  look  into- the  subject  of 
assurance.  At  the  same,  time,  he  will  naturally  think  well 
of  the  company  to  which  his  friend  has  given  the  prefer 
ence.  When  practicable,  get  those  about  to  be  assured  to 
go  with  you  to  their  friends,  introducing  you,  and  com 
mending  to  them  Life  Assurance,,  and  the  company  you 
represent.  This  has  great  weight. 

16.     CONVINCING    THE    WIVES. 

OFTENTIMES  women  are  less  favorable  to  Life  As 
surance  than  men.    Many  a  wife  absolutely  opposes 
the  husband's  getting  a  policy.     And   others  are  indifferent 


ENLARGING  THF  BUSINESS.  gi 

to  it,  and,  at  least,  do  not  press  the  matter  till  it  is  accom 
plished.  It  will  be  well  to  remind  such  wives  that  multi 
tudes  of  their  number  are  suffering  to-day  from  this  indif 
ference,  or  opposition,  or,  perhaps,  foolish  superstition; 
that  multitudes  will  be  sorry  for  it  but  once,  and  that  is, 
always.  At  the  same  time,  urge  the  tender  motive  of 
love  to  their  children. 


17.    LOOKING  AFTER  THE   NEWLY- 
M.ARRIED. 

WE  lately  heard  a  sensible  newly-married  husband 
say,  that  from  the  time  of  his  marriage  until  he 
placed  an  endowment  life-policy  of  $5,000  in  his  desk,  he 
had  not  drawn  a  free  breath.  He  felt  how  totally  desti 
tute  his  wife  would  be,  in  case  of  his  death ;  and  he  saw 
no  way  of  meeting  his  obligation  to  provide  for  her  support 
(which  he  had  solemnly  pledged  himsdf  to  do),  except  by 
means  of  Life  Assurance.  When  this  was  effected,  he  felt 
easy.  Using  such  an  example,  an  agent,  calling  on  the  new 
ly-married,  may  also  suggest  how  admirable  a  present  to  a 
bride  a  handsome  life-policy  would  be.  It  will  be  well  to 
precede  the  call  by  sending  documents,  showing  the  impera- 


92  ENLARGING  THE  BUSINESS. 

tive  duty  of  every  married  man  to  assure.  Make  the  ac 
quaintance  of  those  about  to  marry,  before  the  consumma 
tion  of  the  event ;  this  will  render  your  chance  a  better  one. 


MAKING    EACH     ASSURED    A 


18, 


IF  he  be  wise  in  enlarging  his  business,  an  agent  will  be 
particular  to  enlist  in  his  interest,  so  far  as  he  can, 
erery  one  who  takes  a  policy.  In  some  cases,  a  slight  com 
pensation  may  ensure  effort  in  this  direction.  But  in  other 
cases  the  offer  of  this  would  have  a  contrary  effect.  Here 
is  room  for  wisdom  and  good  sense.  But  it  is  highly  de 
sirable  that  an  agent  have  numerous  influences  around  him 
silently  operating  to  his  advantage. 


19,     APPLYING    TO  THOSE    ALREADY 
ASSURED, 

WITH  some  agents  it  is  enough  to  find  that  one  is  al 
ready  assured.      How  much  better  to  congratulate 
him,   and    ask,    "  Would     you    not    like    to    increase    the 
amount  ?"  and  if  for   life,  propose  an  endowment  policy, 


ARGUMENTS  IN  URGING  ASSUR 
ANCE. 

—    RECISELY   the  motive   to  be  urged  in 
e^ 

a  given   case,  cannot,    of  course,  with 
certainty,    be    specified.      Each    agent 
must    choose  and  use   his   own  special 
argument.      We  know  agents  who  very 
seldom  use  more   than   one,  e.  g.,  that 
of  an  investment.    Others  make  the  endow- 
*ment  feature   a  specialty.      A  wise   agent  will 

wlr    soon   see   which  motive  is  most  effective,  and 
^  C'i 
in  the   main   use    that.      Business  arguments  will, 

as    a   rule,  effect  far  more   than  sentimental   argu 
ments.    The  argument  that  fcZ&may,  in  many  indi 
vidual  instances,  be  a  very  weak  one  in  itself,  but  if  it    an- 


Q4  ARGUMENTS  IN  URGING    ASSURANCE. 

swers  rhe  purpose,  it  is  everything.  The  illustration  used 
may  be  homely,  but  if  it  effects  its  object  it  is  superior  to 
the  most  elegant  metaphor.  Confine  yourself  to  a  few 
strong  points,  and  always  present  them  in  words  so  clear 
that  any  one  can  understand  them. 

We   enumerate  a   variety  of  considerations,  all  of  which 
are  fair  and  legitimate  motives  in  urging  to  action. 

1.  SCRIPTURE    AND    DUTY. 

RIPTURE  declares,  "  If  any  man  provide  not  for  his 
own,  especially  those  of  his  own  house,  he  hath  denied 
the  faith  and  is  worse  than  an  infidel."  And  this  provision 
obviously  should  be  made  to  extend  (as  it  may  by  Life  As 
surance),  beyond  the  possible  fall  of  the  parent's  own  life. 
It  is  not  enough  to  feed  his  household  daily  while  living. 
So  far  as  he  can  do  it,  he  is  bound  to  see  that  a  table  is 
spread  for  them  when  he  may  no  more  sit  beside  it.  J*u>-t 
then  may  they  mo&t  need  this  provision. 

2,  IMMEDIATE  PROVISION. 

PROVISION  for    one's  dependents  should,  obviously, 
be    immediate.        The   old-fashioned  slow  way   of 
"laying  up  something  for  a  rainy  day,"   has  proved  itself 


ARGUMENTS  IN    URGING    ASSURANCE.  OC 

(alas,  too  often),  wholly  defective.  Death  does  not  wait 
for  these  slow  accumulations.  Not  one  in  ten  thousand, 
in  the  old  way,  lays  by  a  competence  for  his  family. 


T    is    FOUND 


LIFE  assurance  is  an  immediate  provision*  It  secures 
a  fortune  instantly.      The  moment  a  policy  is  made 
out  and  executed,  that  moment  the  family  is  secure  against 
the  worst  of  ills.      You  may  die  the  next  hour,  but  a  fund 
beyond  all  question  will  come  to  their  relief. 


-    *AA 


4.     THE    ONLY  *M.ETHOD   KNOWN. 

/\  SSURANCE  of  life  is  the  only  immediate  provision. 
-*-  -*•  In  this  respect  it  stands  alone.  Prof.  E.  WRIGHT, 
of  Massachusetts,  truly  remarks  that  "LiFE  ASSURANCE 
possesses  EXCLUSIVELY  the  power  of  creating  AT  ONCE  an 
adequate  provision  against  the  destitution  of  dependents  in 
case  of  death."  Therefore,  no  Other  mode  of  accumula 
tion  is  equal  to  this. 


T 


ARGUMENTS  IN   URGING    ASSURANCE. 

UNCERTAINTY    OF    LIFE. 

HE    risk    from  the  uncertainty  of  life  may  be  urged. 


Refer  to  examples,  and  to  the  statistics  of 
sudden  deaths.  Urge  that  one  knows  this—  must  admit  it  ; 
and  should  act  on  it.  Put  the  case  thus  :  "The  chance  ol 
your  dying  within  the  year  is  two  per  cent.,  while  the  chance 
that  your  dwelling  will  burn  within  the  year  is  less  than  a 
quarter  of  one  per  cent.  There  are,  therefore,  EIGHT  CHANCES 

THAT  YOU   WILL  DIE  WITHIN   A  WEEK  tO   ONE  THAT  YOUR  HOUSE 

WILL  BURN  within  the  same  time  ;  yet  you  will  hasten  on  the 
wings  of  the  wind  to  insure  the  latter,  and  fold  your  arms 
with  perfect  indifference  to  the  former  !" 


6,      POSSIBILITY    OF     SICKNESS, 


j 


MENTION  the  possibility  of  sickness,  making  it  im 
possible  to  get  a  policy.  Specify  cases.  Urge  im 
mediate  action  lest  it  be  lamented  when  it  is  too  late. 
"  When  the  cold  shiver  runs  through  the  frame,  and  the 
fevered  tongue,  and  the  short  cough  appear,  it  is  TOO  LATE 
to  rush  to  the  assurance  office  and  offer  yourself  for  exam 
ination  !  " 


ARGUMENTS  IN    URGING     ASSURANCE.  97 

7.    FAMILY     AFFECTION, 

yt  FFECTION  to  one's  family  is  a  strong  motive.  Find 
-L  X  out  particulars  as  to  the  wife,  or  children,  and  appeal 
to  the  wish  to  please  them  and  do  them  good.  You  may  often 
appeal  on  the  ground  of  love  for  a  dear  child.  The  father's 
heart  is  tender,  though  the  man  be  made  of  stone.  The  ap 
peal  may  run  thus : 

cc  Would  you  not  at  this  moment  make  sure  a  patrimony 
to  your  wife,  or  child,  if  you  could  ?  The  instrument  is 
within  your  reach  !  It  is  a  LIFE-POLICY  !  " 


8.     A.     SOCIAL    OBLIGATION. 

IT  is  a  political  and  social  duty  to  assure.  Refer  to  its 
influence  upon  social  life;  the  solidity  it  imparts 
to  all  institutions  ;  and  the  protection  it  affords  to  in 
dustry  and  labor.  Besides  this,  no  person  has  a  right  to  ex 
pose  his  family  to  the  necessity  of  public  support.  It  is  a 
wrong  to  the  public.  By  this  means,  too,  one  can  be  in 
a  condition  to  have  his  debts  paid,  which  he  is  solemnly 

bound  to  do. 
5 


g  ARGUMENTS  IN    URGING    ASSURANCE. 

n,     ITS    BENEFICENCE. 

HERE  is  a  way  to  do  good.  Allude  to  the  relief  it 
pours  so  abundantly  upon  the  bereaved  and  suffering, 
and  to  the  countless  benefits  it  scatters  along  the  pathway  of 
human  life.  Show  that  by  this  means  pauperism  and  its  fre 
quent  consequence,  crime,  are  greatly  lessened;  and  that 
genteel  pauperism  (the  most  cruel  form  in  which  the  evil 
appears),  can  be  entirely  removed. 


10.         A     ^EANS      OF 

TION. 

LIFE  Assurance  has  two  features :— beneficence  and 
self-protection.  As  to  the  latter,  it  is  found  in  an 
endowment  policy :  by  which  one  secures  a  certain  sum  to 
be  paid  to  himself  at  a  given  age,  if  he  live  to  that  age,  or 
if  he  die  earlier,  to  be  paid  when  he  dies,  to  his  heirs.  In 
this  way  provision  is  made  for  a  time  when  one's  energies 
fail,  and  he  may  need  money  rather  than  be  called  upon  to 
pay  it  out,  as  on  a  life-policy.  Said  an  old  merchant 
who  failed  in  1861  :  "  Had  I  taken  an  endowment  policy 


ARGUMENTS  IN    URGING    ASSURANCE.  99 

thirty  years  ago  I  should  not  have  felt  the  premiums  from 
year  to  year,  and  I  should  have  saved  something  to  support 
me  in  my  old  age,  which  1  could  do  in  no  other  way." 

Urge  that  hundreds  of  our  best  business  men  are  now 
practically  showing 'their  appreciation  of  this  form  of  life  as 
surance. 


11.     VARIETY    OF    USES. 

THE  uses  and  advantages  of  a  life-policy  may  be  pre 
sented  as  a  motive.  The  case  may  be  put  thus : 
"  How  convenient  for  an  honest  young  man,  for  instance, 
to  turn  over  a  life-policy  as  security  for  money  which  he 
loans,  and  which  he  is  sure  to  pay  back  IF  HE  LIVES.  Cred 
itors  can  assure  the  lives  of  their  debtors,  as  a  security  foi 
their  claims.  A  man  with  incumbrances  upon  his  property 
may  assure  to  the  amount  of  them,  to  secure  their  ready 
payment  at  the  expiration  of  his  term  policy,  or  at  his  de 
cease.  A  young  man  may  raise  money  to  complete  his  ed 
ucation,  or  to  buy  a  stock  of  goods,  or  tools,  or  a  farm,  by 
assuring  his  life  and  assigning  the  policy  as  contingent  secu 
rity:"  and  the  like. 


1OO  ARGUMENTS    IN    URGING    ASSURANCE. 

12.     A    GOOD    INVESTMENT. 

"Y  T"ERY  few  investments  are  as  profitable  as  this.  Show 
that  many  wealthy  men  are  going  into  Life  Assurance 
merely  because  it  is  a  good  operation  They  say,  "  It  is  the 
best  investment  we  can  make :  for  in  fact  it  combines 
the  advantages  of  a  Life  Assurance,  a  Savings'  Bank,  and  a 
safe  Investment."  Some  of  them  are  carrying  policies  for 
$25,000,  $50,000,  $100,000;  and  one  man  is  known 
to  be  assured  to  the  amount  of  $250,000.  These 
are  among  our  shrewdest  business-men.  Show,  also,  how 
many  a  valuable  business  has  been  sacrificed  by  the  inability 
of  a  widow  to  wait  until  a  fair  price  could  be  obtained, 
owing  to  ready  money  being  required.  If  a  merchant,  show 
how  valuable  a  policy  becomes  at  a  time  of  pressure  as  col 
lateral  security.  And  how,  in  a  long  lifetime,  it  becomes 
an  investment  paying  a  reasonable  percentage  for  capital. 
And,  also,  how  he  can  provide  for  his  old  age  and  for 
his  family  at  the  same  time,  by  taking  an  endowment  poli 
cy.  If  he  is  a  member  of  a  firm,  point  out  the  value  of  a 
provision  paid  from  the  business  funds  on  the  first  of  two 
or  three  lives,  thus  securing  a  safe  portion  for  the  widow 
of  the  first  deceased  partner  without  crippling  the  con 
cern  for  those  who  shall  be  the  survivors* 


I 


ARGUMENTS    IN    URGING    ASSURANCE.  1O1 

NCREASES    CREDIT. 

T  increases  one's  credit  and  adds  to  his  business  reputa 
tion.  Reputation  is  money;  and  it  is  a  mark  of  fore 
sight,  large-mindedness,  and  economy  to  assure.  A  mer 
chant  once  advertised  for  a  clerk.  Out  of  two  hundred  ap 
plicants  for  the  place,  he  was  influenced  in  favor  of  a  par 
ticular  one  by  the  young  man's  statement  that  He  had  kept 
a  life-policy  in  force  for  five  years. 


f 


ERSONAL     ADVANTAGE. 


SHOW  that  it  develops  the  amiable  and  generous  traits 
of  character ;  accustoms  a  man  to  think  for  others  ; 
induces  habits  of  industry,  economy,  and  accumulation  ; 
and,  by  relieving  the  mind  from  anxiety  and  over-exertion, 
promotes  health  and  longevity.  And  then,  what  a  comfort 
in  "  the  last  of  earth."  How  soothing  and  sustaining  the 
reflection  that  an  ample  life-policy  will  insure  the  bereaved 
family  against  want.  Well  has  a  high  authority  remarked, 
that,  if  we  gauge  the  suffering  of  one  manly  heart,  for  that 
single  hour  when  the  films  of  death  are  curtaining  his  loved 
ones  out  of  sight  unprovided  for,  and  remember  how  manv 


1O2  ARGUMENTS    IN    URGING    ASSURANCE. 

such  agonies  Life  Assurance  has  prevented,  putting  happy 
and  hopeful  farewells  in  their  stead,  after  prolonging  life, 
perhaps,  by  lightening  care,  we  shall  be  ready  to  justify  the 
companies  in  any  necessary  expense. 


15- 


OY     TO     THE      -HOUSEHOLD. 


EXPLAIN  how  the  whole  family  feels  the  sweet  influence 
of  Life  Assurance.  The  daughter  will  not  have  to  be 
kept  from  school  to  sew  for  a  living.  The  son,  can  get  an 
education,  or  be  set  up  in  business.  And  even  the  group  of 
little  ones  are  more  blithesome  because  papa  has  had  re 
course  to  the  philosopher's  stone  that  creates  a  capital  in  an 
instant.  The  wife  rejoices  in  the  calm  reflection  that  God 
has  opened  to  her  and  the  children  an  effectual  door  of  re 
lief  in  case  their  natural  protector  and  support  is  snatched 
away.  And  the  husband  feels  that  a  load  is  off  his  mind. 
He  is  a  new  man.  He  has  done  his  duty  and  has  a  right  to 
trust  God  and  be  at  peace. 


16.     A    DICTATE    OF 

SIMPLE  prudence  demands  it.       Doubtless   one  reason 
why  mortality  is  regulated  by  a  law,  is,  that  we  might 
provide  against  some   of  the    worst  calamities  attending  it. 


ARGUMENTS    IN    URGING    ASSURANCE.  103 

It  is  simply  wicked  to  disregard  such  provisions;  just  as  if 
sewerage,  disinfective  agencies,  vaccination,  lightning-rods^ 
&c.,  were  not  used  to  prevent  fevers,  cholera,  small-pox 
and  destruction  by  lightning.  It  were  neglecting  a  providen 
tial  means  of  security.  So  here.  And  the  time  is  sure  to 
come,  if  it  is  not  here  already,  when  a  man  will  be  deemed 
just  as  imprudent  to  leave  his  life  unassured  as  to  neglect  in 
suring  his  property.  And  just  as  severe  censure  will  be  vis 
ited  in  either  case. 


f 


INAL     APPEAL. 


WHEN  you  have  convinced  the  judgment,  gather  up 
all  your  powers  to  move  the  will.     Grapple  on  to 
the  man.      Throw  your  soul  into  his  soul,  your  will  into  his 
will.    Kindly,  but  firmly,  make  him  answer  to  his  own  con 
science  such  questions  as  these  : 

"  HAVE  I  DONE  MY  DUTY  TO  MY  FAMILY?    Have  I  done  it 

tO  the  FULL  EXTENT  OF  MY  PRESENT  ABILITY  ?    If  I  Were  tO  die 

to-night,  would  those  who  are  dear  to  me  be  safe  from  the 
pangs  of  want  ?  Would  my  children  have  a  comfortable 
home  and  means  of  education  ?  Would  my  wife  be  inde 
pendent  of  the  cold  charities  of  the  world  ?  Would  my; 
estate  pay  my  debts  and  leave  a  competency  to  my  family  ? 


1O4  ARGUMENTS    IN    URGING    ASSURANCE. 

If  not,  must  I  not  obtain  a  life-policy  before  I  sleep,  and  so 
substitute  the  CERTAINTY  of  a  SNUG  PATRIMONY  for  the  UN 
CERTAINTY  of  the  continuance  of  my  life?" 

SSfT3  If  you  assure  one  out  of  ten  of  those  thus  urged, 
you  will  do  well,  and  have  no  reason  to  be  discouraged ; 
and,  as  to  the  remaining  nine,  you  may  have  started  in  their 
minds  new  ideas  on  the  subject,  and  some  of  them  may 
eventually  give  you  their  applications.  Therefore  do  not 
be  disheartened  by  lack  of  immediate  success. 


HOW  TO  MEET  OBJECTIONS. 

F    an   objection  is  not  started,   do    not 
make  reference  to  it.    Never  anticipate 
difficulties    by    bringing  them  forward 
yourself;    but  be  ready  at  every  point 
fairly  to  meet  them  when  presented    We 
can  only  hint  how  this  may  be  done,  in 
a  number  of  cases. 

i.    INDEBTEDNESS. 

T  T  THEN  indebtedness  is  urged  as  an  objec 
tion,  show  its  fallacy,  e.  g.,  thus :    "  If  you 
die  with  debts  unpaid,  where  will  your  family  be  ? 


5* 


1O6  HOW    TO    MEET    OBJECTIONS. 

If  you  assure  and  die,  your  creditors  may  be  paid  at  once. 
Did  you  ever  hear  the  assignee  of  a  bankrupt  blame  him 
for  spending  money  for  a  LIFE  ASSURANCE  POLICY?  JVever." 


2.    WELL    OFF, 


IF  one  says  he  is  well  off,  show  that  the  rich  often  become 
poor.  Mention  cases  that  the  man  has  known.  Also 
urge  that  at  his  death  the  family  would  need  cash  in  hand. 
Thus  :  "  It  might  take  twelve,  eighteen,  or  twenty-four 
months  for  your  executors  to  settle  up  your  estate.  Were 
you  to  die  now,  would  they  have  enough  READY  CASH  left 
them  to  live  in  the  style  they  now  live  in,  and  meet  the  ex 
tra  expenses  incident  to  your  decease  ?  You  think  not. 
Then  procure  a  generous  life-policy,  which  would  be  IMME 
DIATELY  CONVERTIBLE  INTO  MONEY." 

ELIGIOUS     SCRUPLES. 

SOMETIMES  religious  scruples  exist.  Show  that  reli 
gion  does  not  forbid,  but  enjoins,  prudence.  Allude 
to  the  practice  offire  insurance.  Or,  put  the  case  thus : 
"  Who  is  most  likely  to  worry  about  the  fate  of  his  wife 
and  children — a  man  with  a  few  thousands  of  dollars  laid  up 
for  them,  or  one  who  has  made  no  provision  for  them  ?" 


HOW    TO    MEET    OBJECTIONS.  107 

Rev.  Dr.  Gumming,  of  London,  says:  "The  assurance 
of  life  is  one  of  the  most  Christian  things  that  I  know  ;  for 
what  is  it  ?  It  is  taking  the  load  that  would  crush  one  fam 
ily,  and  spreading  it  over  twenty  thousand  families ;  so  that 
a  mere  drop  lights  upon  each,  instead  of  the  overwhelming 
torrent  failing  upon  one.  It  seems  to  me  a  beautiful  illus 
tration  of  bearing  one  another's  burdens.  And,  therefore, 
let  every  young  man  entering  upon  life,  every  head  of  a  fam 
ily,  whether  high  or  low,  set  his  house  in  order  so  fa*  AS  to 
assure  his  life." 


4,    FEARS    AS    TO     SAFETY, 

WHERE  doubt  exists  as  to  the  safety  of  Assurance, 
show  that  Life  companies  have  stood  secure  ;  that 
they  cannot,  if  properly  managed,  fail ;  and  that  such  com 
panies  thrive  even  upon  the  ruins  of  other  financial  concerns: 
for,  by  the  mishaps  of  others,  money  is  increased  in  value, 
and  it  is  in  money  that  these  institutions  deal. 

Add,  also,  that  in  times  of  convulsions  men  rush  into 
Life  Assurance,  thereby  increasing  the  business  of  such  in 
stitutions,  and  making  it  profitable.  (See,  also,  page  24.) 


108  HOW    TO    MEET    OBJECTIONS. 

5.     EXPENSIYENESS. 

f~F  its  expensiveness  is  talked  of,  show  that  it  is  not  an  ex- 
-*-  pense,  but  an  accumulation.  It  is  neither  more  nor  less 
than  an  absolutely  sure  investment  of  whatever  you  can,  by 
a  well-considered  economy,  spare,  in  order  to  procure,  upon 
the  best  terms,  a  sufficiency  to  support  your  family,  or 
your  own  old  age  when  it  has  grown  helpless.  But  at  any 
rate  how  little  does  it  cost  !  Ten  cents  a  day  amounts  in 
one  year  to  thirty-six  dollars  and  fifty  cents.  This  sum 
would  secure  a  life-policy  for  a  man  aged  twenty-three  in 
the  sum  of  $2,000;  and  if  he  should  live  to  a  good  age  the 
amount  to  be  paid  yearly,  if  anything,  would  be  very  small, 
or  the  amount  and  value  of  the  policy  would  be  largely  in 
creased.  And  add,  ce  Will  you  not  use  up  your  income 
anyhow?  so  that  what  you  put  in  here  is  so  much  gained." 

6.     MAKING     MONEY    FAST, 

WHEN   one  urges  that  he  is  vigorous  and  making 
money,  insist  that  from  the  superfluity  of  the  pres 
ent  he  should  provide  for  the  possible  imbecility  and  scarcity 
of  the  future  ;   as  Joseph  directed  Pharaoh  to  lay  up  from 
the  seven  years  of  plenty  against  the  seven  years  of  famine. 


HOW    TO    MEET    OBJECTIONS.  109 

"7.     ASSURING    ONE'S     SELF. 


IF   one    says,    "  I  can  assure  myself  by  taking  the  risk   as 
cheaply  as  a  company  can  do  it  for  me,"   show  that  his 
may  not  be  an  average  life  as  to  duration  ;   that  the  rate  of 
mortality  is  only  certain  with  respect  to  a  large  number  of 
persons. 


T 


HE     SAYINGS    BANK. 


WHEN  the  objection  is  that  it  is  better  to  deposit 
small  moneys  in  the  savings  bank,  meet  it  thus : 
Even  if  you  live,  it  were  better  to  put  them  into  a  Life- 
Policy.  Suppose  a  person  to  deposit  $1,000  with  a  Mutual 
Life  Assurance  Company  on  the  accumulative  principle 
(that  is,  to  purchase  a  fixed  policy  payable  at  death),  and 
$1,000  with  a  good  and  reponsible  Savings  Bank.  Mark 
the  result  running  through  the  twenty-five  intervening  years 
of  a  person's  life,  from  25  to  50,  as  shown  in  this  Table  : 

HIS  HEIRS  WILL  RECEIVE  FROM 


If  he  die  at 
the  age  of            The  Savings  Bank,           The  Assurance  Cor 

30    ... 

$1,280    .... 

$3,425 

35      •     • 

1,639        .       .       . 

3,665 

40    ... 

2,097    .... 

3,886 

45     •     • 

2,685        .       .       . 

4,087 

50   ... 

3>437  .... 

5'273 

110  HOW    TO    MEET    OBJECTIONS. 

I£  then,  with  equal  security  to  the  depositor,  Life 
Assurance  on  the  Accumulative  principle  pays  a  much 
larger  sum  to  the  family  than  would  be  paid  by  the  ac 
cumulations  of  a  Savings  Bank,  ought  not  this  mode  of  in 
vestment  to  be  preferred  ? 


9.    USING    FUNDS    IN    BUSINESS. 

DOES  the  objector  assume  that  he  can  better  use  his 
money  in  his  business  ?  Put  the  case  thus  :  "Sup 
pose  your  profits  to  be  twenty-five  per  cent.,  or  even  double 
that : — no  matter  what  your  prosperity.  Here  is  a  trifling 
periodical  payment  which  covers  an  enormous  risk.  It  cov 
ers  the  risk  of  your  dying  in  the  interim.  Can  your  business 
do  this,  or  anything  approaching  it  ?  Suppose,  to  take  the 
strongest  case,  you  put  $50  in  your  business,  and  at  the 
year's  end  it  is  likely  to  become  $250.  Yet,  even  then  you 
had  better  put  your  fifty  dollars  in  an  Assurance  company; 
for,  should  you  die  before  the  year's  end,  you  would  there 
by  have  secured  $2,000  for  your  family.  If  you  live,  so 
much  the  better  ;  thank  God,  and  go  on  again,  not  for 
getting  to  pay  another  premium  in  due  time,  lest  during 
another  year  you  should  not  be  so  fortunate." 


HOW    TO    MEET    OBJECTIONS.  1  1  1 

10,    No    FAMILY    TIES, 

ALTHOUGH  one  has  no  family,  and  may  not  have 
one,  show  that  money  may  be  needed  in  advanced 
age,  and  so  explain  an  endowment  or  an  annuity  policy. 
Also,  that  some  relative  may  be  benefited  by  a  policy  ;  or 
that  in  this  way  he  might  like  to  will  something  to  a  be 
nevolent  or  educational  institution. 


1   11    / 

ii.    INABILITY    TO    CONTINUE. 

)  rr    ^  ^i  ry  ( 

T  \  7HERE  one  fears  he  cannot  continue  ^dfklotl  jfty  )  !  »  \ - 

'  '  so  may  lose  all  that  is  put  in,  reply,  ""THave  you 
not  had  the  value  of  your  money  in  the  risk,  as  in  a  fire-pol 
icy?"  And  better,  "Non-forfeiture  prevents  the  possibility 
of  losing  what  is  put  in:"  (and  so  explain  this  beautiful  ar 
rangement.) 


12.     SOME    OTHEF^  TIME. 

WHEN  one  says,  "  I  will  think  of  it,"  it  is  well  to  re- 
mind  him  that  procrastination  is  not  only  ff  the  thief 
of  time,"   but  the  murderer  of  opportunity:  that  many  a 
family  is  doomed  to  want  from  a  similar  delay  of  but  a  day 


112  HOW    TO    MEET    OBJECTIONS. 

or  an  hour  ;  (refer  to  examples  in  AMERICAN  MANUAL  OF 
LIFE  ASSURANCE:)  that  a  man  was  lately  found  dead  with 
a  blank  application  in  his  pocket,  which  he  intended  to 
fill  out  rc  to-morrow :  "  that  this  is  a  matter  of  the 
first  importance,  and  one  usually  attends  to  important 
things  first :  that  he  would  not  leave  his  house,  store,  barn, 
or  shop  uninsured  a  day  :  and,  finally,  that  to-morrow  he 
may  not  be  assurable,  from  possible  indisposition,  accident, 
or  death.  Therefore, 

"  Shun  delays ;  they  breed  remorse  ; 
Take  thy  time  while  time  is  lent  thee. 
Creeping  snails  have  weakest  force; 
Fly  their  fault,  lest  thou  repent  thee. 
Good  is  best  when  soonest  wrought, 
Lingering  labors  come  to  nought." 

t^f"  For  answers  to  other  objections  (and  these  more 
fully),  see  AMERICAN  MANUAL  OF  LIFE  ASSURANCE. 

l^p35  If  one  will  not  be  persuaded  to  assure,  try  to  find 
where  the  ^ticking-point  is,  and  remove  the  difficulty  by 
arguing  the  case  out  clearly ;  then,  urge  to  immediate  ac 
tion. 


CONVENIENT    TABLES. 


SIMPLE    INTEREST    TABLE, 

Showing  the  Interest  at  7  per  cent.,  for  one  year,  payable  in  advance,  on  any  Sum 
from  One  Dollar  to  One  Hundred  Dollars. 


Dol. 

Int. 

Dol. 

Int. 

Dol. 

Int. 

Dol. 

Int. 

Dol. 

Int. 

$i 

$.07 

$21 

$1.38 

$41 

$2.69 

*, 

$4.00 

$8  1 

$5-31 

2 

•  13 

22 

•44 

42 

2..  75  | 

62 

4.06  | 

82 

5-37 

3 

.20 

13 

•Si 

43 

2.82  | 

63 

4-13 

83 

5-44 

4 

.26 

24 

44 

a.  88 

64 

84 

5-50 

5 

•  33 

25 

2-95 

65 

4.26 

85 

5-57 

6 

•39 

26 

.70 

46 

3.01 

66 

4.32 

86 

5-63 

7 
8 

.46 
•  52 

3 

% 

47 
48 

3.08 

67 
68 

4-39 
4-45 

87 
88 

5.70 
5.76 

9 

.29 

29 

.90 

49 

3^1 

69 

4-52 

89 

5-83 

10 

•  65 

30 

•97 

50 

3.18  ! 

70 

4-59 

90 

5.90 

ii 

.72. 

31 

•  03 

5i 

3-34 

4.65 

5.96 

12 

•  79 

3i 

.10 

52. 

3-41  ! 

72 

4.7^ 

92 

6.03 

13 

-85 

33 

.16 

53 

3-47  : 

73 

4-79 

93 

6.09 

14 

.92 

34 

.2.3 

54 

3-54 

74 

4-85 

94 

6.16 

15 

16 

.98 

•  05 

II 

•29 
36 

3.60 
3.67 

4.91 

4.98 

SI 

6.22 

6.29 

17 

.11 

37 

.42 

57 

3-73 

77 

5.04 

97 

6.35 

18 

.18 

38 

•  49 

58 

3.80 

78 

5." 

98 

6.42 

19 

.24 

39 

•  55 

59 

3.86 

79 

5-17 

99 

6.48 

20 

•  3i 

40 

2.62 

60 

3-93 

80 

5-2.4 

100 

6.56 

COMPOUND  INTEREST  TABLES— (over. ) 

Table  I  on  the  following  pages  shows  the  result  of  Compound  Interest  on  the  De 
posit  of  One  Dollar,  for  any  number  of  years  not  exceding  100,  at  various  rates. 
Table  II  shows  the  result  of  compounding  an  annual  payment  of  One  Dollar  at  the 
beginning  of  each  year,  for  a  term  of  years  not  exceeding  100.  By  the  use  of  this 
Table  one  can  ascertain  what  a  given  annual  premium  paid  for  any  number  of  suc 
cessive  years  will  amount  to  at  say  six  per  cent.  Multiply  the  annual  poemium  by 
the  sum  opposite  the  number  of  years,  under  6  per  cent.,  in  Table  1 1  ;  this  will  give 
the  desired  result.  The  same  rule  applies  in  relation  to  Endowment  Premiums.  To 
ascertain  what  rate  of  interest  has  been  realized  by  the  payment  in  full  of  an  annual 
premium  for  a  term  of  years,  divide  the  total  amount  of  Policy  with  additions  by  the 
annual  premium.  Then  find,  in  Table  II,  the  number  corresponding  nearest  to  the 
quotient,  in  the  line  opposite  the  number  of  years  the  premiums  have  been  paid. 
The  rate  of  interest  at  the  head  of  the  column  containing  such  number  will  express 
approximately  the  rate  realized  on  the  investment.  By  the  combined  use  of  Tables 
I  and  II,  Results  of  Five,  Ten,  or  Fifteen  Payment  Policies  may  be  calculated  for 
any  term  of  years. 


1.     COMPOUND  INTEREST. 


Showing  the  Amount  of  $i  improved  at  Compound  Interest,  for  any  number  of  year* 
not  exceeding  100. 


Years. 

4perCt. 

4,^  Per  Ct. 

5  per  Ct. 

6  per  Ct. 

7  per  Ct. 

8  per  Ct. 

i 

' 
.040000 

.045000 

.050000 

.060000 

.070000 

.080000 

2 

.081600 

.092025 

.  102500 

.123600 

.144900 

.  166400 

3 

.124864 

.141166 

.157625 

.191016 

.225043 

.259712 

4 

.  169859 

.192519 

.215506 

.262477 

.310796 

.360489 

5 

.216653 

.246182 

.276282 

.338226 

.402552 

.469328 

, 

0 

.265319 

.  302260 

.  340096 

.418519 

.  500730 

.586874 

7 

.315932. 

.  360862 

.407100 

.503630 

.605781 

.713824 

8 

.  368569 

.422101 

•477455 

.593848 

.718186 

.850930 

9 

.423312 

.486095 

.551328 

•689479 

.838459 

.999005 

10 

.480244 

.552969 

.628895 

.790843 

.967151 

.158925 

ii 

-539454 

.622853 

.710339 

.898299 

.  104852 

•331639 

12 

.601032 

.695881 

.795856 

.012196 

.252192 

.518170 

13 

.665074 

.77^96 

.  885649 

.132928 

.409845 

719624 

14 

.731676 

.851945 

.979932 

.260904 

.578534 

•937194 

15 

.800944 

.935282. 

.078928 

.396558 

.759032 

3.172169 

16 

.872981 

.022370 

.182875 

.540352 

.952164 

3.425943 

17 

.947901 

.H3377 

.292018 

.692773 

.158815 

3.700018 

IS 

.025817 

.  208479 

2.406619 

2.854339 

•379932 

3.996020 

19 

.106849 

.  307860 

2.526950 

3.025600 

3.616528 

4.3I570I 

20 

.191123 

.4"7i4 

2.653298 

3-207135 

3.869684 

4.660957 

21 

.278768 

.520241 

2.785963 

3  -  399564 

4.  140562 

5.033834 

22 

.369919 

.633652 

2.925261 

3.603537 

4.430402 

5.436540 

23 

.464716 

.752166 

3-071524 

3.819750 

4.740530 

5.871464 

24 

.563303 

.876014 

3.225100 

4  048935 

5.072367 

6.341181 

-5 

.665836 

.005434 

3-386355 

4.201871 

5.427433 

6.848475 

26 

.772470 

3.140679 

3.555673 

4.549483 

5-807353 

7.396353 

27 

.883369 

3  .282010 

3.733456 

4.822346 

6.213868 

7.988061 

28 

.998703 

3.429700 

3.920129 

5.111687 

6.648838 

8.627106 

29 

.118651 

3.584036 

4.116136 

5.418388 

7.114257 

9.317275 

30 

.243398 

3.745318 

4.321942 

5  74349^ 

7-612255 

10.062657 

31 

-373133 

3.9*3857 

4.538039 

G.oSSioi 

8.145113 

10.867669 

32. 

.  508059 

4.089981 

4.764941 

6.4533S7 

8.715271 

11.737063 

33 

.648381 

4.274030 

5.003189 

6.840590 

9.325340 

12.676050 

34 

.794316 

4.466362 

5.253348 

7  251025 

9.978114 

13.690134 

35 

3.946089 

4.667348 

5.516015 

7.686087 

10.676581 

14.785344 

36 

4.103933 

4.877378 

5.791816 

8.147252 

11.423942 

15.968172 

37 

4  .  268090 

5.096860 

6.081407 

8-636087 

12.223618 

17.245626 

38 

4.438813 

5.326219 

6.385477 

9.154252 

13.079271 

18.625276 

39 

4.616366 

5  •  565899 

6.704751 

9.703507 

13.994820 

20.115298 

40 

4.801021 

5.816365 

7.039989 

10  285718 

14.974458 

21.724522 

4i 

4.993061 

6.078101 

7.391988 

10.902861 

16.022670 

23.462483 

42 

5.192784 

6.351615 

7.761588 

".557033 

17.144257 

25.339482 

43 

5.400495 

6.637438 

8.149667 

12.250455 

18-344355 

27.366640 

44 

5.616515 

6.936123 

8.557150 

12.985482 

19  628460 

29.555972 

45 

5.841176 

7.248248 

8.985008 

13  .764611 

21.002452 

31.920449 

46 

6.074823 

7.574420 

9.434258 

14.590487 

22.472623 

34.474085 

47 

6.317816 

7.915268 

9.905971 

15.465917 

24.045707 

37.232012 

48 

6.570528 

8.271456 

10.401270 

16.393872 

25.728907 

40.210573 

49 

6.833349 

8.643671 

10.921333 

17.377504 

27  529930 

43.427419 

50 

7.106683 

9.032636 

i  i  .  467400 

18.420154 

29.457025 

46.901613 

COMPOUND  INTEREST,   I.— (CONTINUED.) 

Showing  the  Amount  of  $i  improved  at  Compound  Interest,  for  any  number  of  years  not  ex 
ceeding  100. 


4  per  Ct.     j  4%  per  Ct.  j     5  per  Ct.          6  per  Ct.     \     7  per  Ct. 


per  Ct. 


51     7.300951 

9.439105 

I  2  .  040770 

19.525364 

31.519017    50.653742 

52 

7-686589 

9.863865 

12.642808 

20.696885 

33.725348    54.706041 

53 

7.994052 

10.307739 

13.274949 

21.938698 

36.086122    59.082524 

54 

8.313814 

10.771587 

13.938696 

23  .255O2O 

38.612151  j  63.809126 

55 

8.646367 

11.256308 

14.635631 

24.650322 

41.315001 

68.913856 

56 

8.992222 

i  i  .  762842 

15.367412 

26.129341 

44-207052 

74.426965 

57 

9.351910 

12.292170 

16.135783 

27.69710! 

47.301545 

80.381122 

53 

9.725987 

12.845318 

16.942572 

29.358927 

50.612653 

86.811612 

59 

10.115026 

13.423357 

17.78970! 

31.120463 

54-155539   93.750540 

66 

10.519627 

14.027408 

18.679186 

32.98769! 

57.946427   101.257064 

61 

10.940413 

14.658641 

19.613145 

34.966952 

62  .  002677   1  09  .  3  5  7629 

62 

11.378029 

15.318280 

20.593802 

37.064969 

66.342864  |  118.106239 

63 

11.833150 

16.007603 

21.623493 

39.288868 

70-986865 

127.554738 

64 

12.306476 

16.727945 

22.704667 

41-646200 

75-955945 

137.759"7 

65 

12.798735 

17.480702 

23-83990! 

44-  144972 

81.272861 

148.779847 

66 

13.310685 

18.267334 

25.031896 

46.793670 

86.961962 

160.682234 

67 

13.843112 

19.089364 

26.283490 

49.601290 

93.049299 

173.536813 

68 

14.396836 

19.948385 

27.597665 

52.577368 

99.562750 

187.419758 

69 

70 

14.972710 
15.571618 

20.  846063 
21.784136 

28.977548 
30.426426 

55.732010 
59-075930 

106.532142 

202.413339 
218.606406 

71 

16.194483 

22.764422 

31-947747 

62.620486 

121.968650 

236.094918 

72 

16.842262 

23.78882! 

33.545134 

66.377415  '  130.506455 

254.982512 

73 

•  17.515953 

24.859318 

45.222391 

70.360378  I  I39.64KJ07 

275.381113 

74 

18.216591 

25.977987 

36.983510 

74.  582001 

149.416840 

297.411602 

75 

18.945255 

27.146996 

38.832686 

79.056921 

159.876019 

321.204530 

76 

19.703065 

28.36861! 

40.774320 

83.800336 

171.067341 

346.900892 

20.491187 

29.645199 

42.813036 

88.828356 

183.042054 

374.652964 

79 

21.310835 
22.163268 

30.979233 
32.373298 

44.953688 

47.201372 

94.158058 
99.807541 

195.854998 
209.564^48 

404.625201 
436.995217 

80 

23.049799 

33.830096 

49.561441 

105.795993   224.234388   471.954834 

Si 

23.971791 

35.352451 

52.039513 

112.143753  i  239.930795   509.711221 

82 

24.930663 

36.94331! 

54.641489 

118.872378  |  256.725950   550.488119 

11 

25.927889 
26.965005 

38.605760 
40.343019 

57.373563 
60.24224! 

126.004721  j  274.696767  |  594.527168 
133.565004   293.925541  |  642.089342 

S5 

28.043605 

42.158455 

63.254353 

141.578904   314.500328  j  693.456489 

86 

29.165340 

44.055586 

96.417071 

150.073639 

336.515351  i  748.933008 

87     30.331963 

S3    !   ?I.?4.?24.2 

46.038087 
48.10980! 

69.737925 
73.224821 

159.078057 
168.622740 

360.071426  I  808.847649 
385.276426  1  873.555461 

89 

32.807051 

50.274742 

76.886062 

178.740105   412.245776  i  943.439897 

90 

34-"9J33 

52.537105 

80.730365 

189.464511   441.102980   1018.91509 

91 

35.484107 

54.001275 

84.766883 

200.832382  :  471.980188   1100.42830 

92 

36.903471 

57.371832 

89.005227 

212.882325   505.018802   1188.46256 

93 

38.379610 

93.455489 

225.655264   540.370118   1283.53956 

94 

39.914794   62.651475 

98.128263 

239.194580   578.196026   1386.22273 

95 

41.511386   65.470792 

103.034676 

253.546255   618.669748   1497.12055 

96 

43.171841   68.416977 

I08.I864IO 

268.759030   661.976630  ,  1616.89019 

97 
98 
99 

100 

44-898715 
46.694664 
48.562450 
50.504948 

71.495741 
74.7.3050 
78.075137 
8I.5S85I8 

"3-595731 
II9.2755I7 
125.239293 
I3T.50I258 

284.884572 
301.977646 
320.096305 
339.302084 

708.314994  j  1740.24141 
757.897044   1885.94072 
810.949837   2036.81598 
867.716326   2199.76126 

*• 

I 

COMPOUND  INTEREST,  II. 


The  amount  of  $i  per  annum  in  any  number  of  Years. 


Years. 

4  per  Cent. 

4%  per  Cent. 

5  per  Cent. 

6  per  Cent. 

i 

i  .000000 

I.  000000 

I.  000000 

I.  000000 

2 

2.040000 

2  .  045OOO 

2  .  050000 

2.060000 

3 

3.121600 

3.137025 

3.152500 

3.183600 

4 

4.246464 

4.278I9I 

4.3IOI25 

4.374616 

5 

5.416323 

5.470710 

5.525631 

5.63709? 

6 

6.632975 

6.716892 

6.801913 

6.975319 

7 

7.898294 

8.019152 

8.142008 

8.393S3& 

8 

9.214226 

9.380014 

9.549109 

9.897468 

9 

10.582795 

10.802114 

I  I  .  026564 

11.491316 

10 

12.006107 

12.288209 

12.577893 

13.180795 

ii 

13.486351 

13.841179 

14.206787 

14.971643; 

ii 

15.025805 

15.464032 

15.917127 

16.869941 

13 

16.626838 

17.159913 

17.712983 

18.882138 

H 

18.291911 

I8.Q32I09 

19.598632 

21.015066 

IS 

20.023588 

20.784054 

21.578564 

23.275970 

16 

21.824531  ' 

22.719337 

23.657492 

25.672528 

J7 

23.697512 

24.741707 

25.840366 

28.212880 

18 

25.645413 

26.855084 

28.132385 

30-90565? 

19 

27.671229 

29.063562 

30.539004 

33-759992. 

zo 

29.778079 

31.  371423 

33.065954 

36.785591 

21 

3  1  .  969202 

33.783137 

35.710252 

39.992727 

2Z 

34.247970 

36.303378 

38.505214 

43  .  392290 

2.3 

36.617889 

38.937030 

41.430475 

46.995828 

24 

39.082604 

41.689196 

44.501999 

50.815577 

»S 

41.645908 

44.565210 

47.727099 

54.864512 

26 

44.3"74S 

47.570645 

51.113454 

59.156383 

27 

47.084214 

50.711324 

54.669126 

63.705766 

28 

49-967583 

53-993333 

58.40258J 

68.528112. 

29 

52.966286 

57.423033 

62.322712 

73.639798 

30 

56.084938 

6  i  .007070 

66.438848 

79.058186 

3i 

59-3J8335 

64.752388 

70.760790 

84.801677 

32. 

62.701469 

68.666245 

75.298829 

90.889778 

33 

66.209527 

72.756226 

80.063771 

97-343165 

34 

69.857909 

77.030256 

85.066959 

104.184755 

35 

73.652225 

81.496618 

90.320307        111.434780 

36 

'  77.5983H 

86.  163966 

95.836323 

119.  120867 

37 

8  i  .702246 

91.041344 

IOI.628I39 

127.268119 

38 

85.970J36 

96.138205 

107.709546 

135.904206 

39 

90.409150 

101.464424 

114.095023 

I45-.05845S 

40 

95.025516 

107.030323 

120.799774 

154.761966 

4i 

99.826536 

112.846688 

127.839763, 

165.047684 

-42 

104.819598 

118.924789 

I35.23I75I 

175.950545 

43 

110.012382 

125.276404 

142.993339 

187.507577 

44 

115.412877 

131.913842 

151.143006 

I99.758o3z 

45 

121  .029392 

138.849965 

159.700156 

212.74.3514 

46 

126.870568 

146.098214 

168.685164 

22.6.50812^ 

47 

i  3  a.  94539° 

153.672633 

178.119422 

241.09,8612. 

48 

139.263206  " 

161  .  587902 

188.025393        256,564529 

49 

145.833734 

169.859357 

199.426663        272.958401 

5° 

152.667084      178.503028 

209.347996 

290.33590$ 

COMPOUND  INTEREST,  II.— (CONTINUED.) 

The  amount  of  $i  per  annum  in  any  number  of  Years. 


Years. 

4  per  Cent. 

4%  per  Cent. 

5  per  Cent. 

6  per  Cent. 

51 

159.773767 

187.535665 

220.815395 

308.756059 

52. 

167.164718 

196.974769 

232.856165 

328.281422 

53 

174.851306 

206.838634 

245.498974 

348.978308 

54 

182.845359 

217.146373 

258.773922 

370.917006 

55 

191.159173 

227.917959 

272.712618 

394-172027 

56 

199.805540 

.239.174268 

287.348249 

418.822348 

57 

208.797762 

250.937110      302.715662 

444.951689 

58 

218.149672 

263.229280      318.851445 

472.648790 

59 

227.875659 

276.074597      335.794017 

502.007718 

60 

237.990685 

289.497954      353.583718 

533.128181 

61 

248.510313 

303.525362      372.262904 

566.115872 

62 

259.450725 

318.184003      391.876049 

601.082824 

63 

270.828754 

333.502283      412.469851 

638.147793 

64      282.661904 

349.509886      434.093344 

677.436661 

65      294.968381 

366.237831      456.798011 

719.082861 

66 

307.767116 

383.718533      480.637912 

763.227832 

67 

321.074800 

401.985867      505.669807 

810.021502 

68      334.920912 

421.075231      53L953298 

859.622792 

69      349-  3  i  7749 

441.023617      559.550963 

912.200160 

70      364.290459 

461.869680      588.528511 

967.932170 

7^ 

379-862077 

483.653815      618.954936 

1027.008100 

72 

396.956560 

506.418237      650.902683 

1089.628586 

73 

412.898823 

530.207057      684.447817 

1156.006301 

74 

430.414776 

555.066375      719.670208 

1226.366679 

75 

448.631367 

581.044362      756.653718 

1300.948680 

76 

467.  576621 

608.191358 

795.486404 

1380.005601 

77 

487.279686 

636.559969 

836.260725 

1463.805937 

73 

507.770874 

666.205168 

879.073761 

1552.634293 

79 

529.081708 

697.184401 

924.027449 

1646.792350 

80 

551.244977 

729.557699 

971.228821 

1746.599891 

Si 

82 

574.294776 
598.266567 

763.387795 
798.740246 

1020.790262 
1072.829775 

1852.395885 
1964.539638 

83 

623.197230 

835.683557 

1127.471264 

2083.412016 

84 

649.125119 

874.289317 

1184.844827 

2209.416737 

85 

676.090124 

914.632336 

1245.087069 

2342.981741 

86 

704.133728 

956.790791 

1308.341422 

2484.560646 

87 

733.299078  |  1000  846377  ;  1374-758493 

2634.634285 

83 

763.631041   1046.884464   1444.496418 

2793-712.341 

89 

795.176282   1094.994265 

1517.721239 

2962.335082 

9° 

827.983334 

1145.269007 

1594.607301 

3141.075187 

9i 

862.102667 

1197.806112   j  1675.337666 

3330.539698 

92 

897.586774 

1252.707387     1760.104549 

3531.372080 

93 

934.490245 

1310.079219     1849.109777 

3744.254405 

94 

972.869854 

1370.032784   1  1942.565265 

3969.909669 

95 

1012.784649 

1432.684259 

2040.693529 

4209.104250 

96 

1054.296035 

1498.155051     2143.728205 

4462.650505 

97 

1097.467876 

1566.572028     2251.914615 

4731-409535 

98 

1142.366591 

1638.067770   i  2365.510346 

5016.294107 

99 

1189.061255 

1712.780819 

2484.785864 

5318.271753 

100 

1237.623705 

1790.855956     2610.025157     5638.368059 

COMPOUND  INTEREST,  II.— (CONTINUED.) 

The  amount  of  $1  per  annum  in  any  number  of  years. 


1 

Years,  i   7  per  Cent. 

8  per  Cent. 

9  per  Cent.     10  per  Cent. 

I           I  000000 

I.OOOOOO 

I.OOOOOO 

I.OOOOOO 

2  O7OOOO 

a.  080000 

a.  090000 

3 

4 
5 

3.214900 

4-439943 
5-750739 

3.246400 
4.506112 
5.g666oi 

3.278100 
4-573129 
5.984711 

3.310000 
4.641000 
6.105100 

6 

7 
8 

9 
i* 

7.153291 
8.654021 
10.259803 
11.977989 
13.816448 

7-335929 
8.922803 
10.636628 
12-487558 
14.486562 

7.523335 
9.200435 
11.028474 
13.021036 
15.192930 

7.715610 
9.487171 
11.435888 
13.579477 
15.937425 

ii 

12 
13 

15 

15.783599 

17.888451 
20.140643 
22.550488 
25.129022 

16.645487 
18.977126 
21.495297 
24.214920 
27.152114 

17.560293 
20.140720 
22.953385 
26.019189 
29.360916 

18.531167 
21.384284 
24.522712 
27.974983 
31.772482 

16 

17 
IS 

27.888054 
30.840217 
33.999033 

30.324283 
33.750226 
37.450244 
41.446263 

33.003399 
36.973705 
41-301338 
46.018458 

35.949730 
40.544703 
45.599*73 
51.159090 

20 

40.995492 

45.761964 

51.160120 

57.274999 

21 

22 

44.865177 
49.005739 

50.422921 
55.456755 
60.893296 

56.76453° 
62.873338 

69.531939 

64.002499 

71.402749 
79.543024 

23 
24 
25 

,8.  176671 
63.249038 

66.764759 
73.105940 

76.789813 
84.700896 

88.497327 
98.347059 

26 

27 
28 
29 

3° 

68.676470 
74.483823 
80.697691 
87.346529 
94.460786 

79.954415 
87.350768 
95.338830 
103.965936 
113.283211 

93.323977 
102.723135 
112.968217 
124.135356 
136.307539 

109.181765 
121.099942 
134.209936 
148.630930 
164.494023 

32 
33 
34 
35 

102.073041 
110.218154 
118.933425 

128.258765 
138.236878 

123.345868 

134.213537 

145.950620 
158.626670 
172.316804 

149.575217 
164.036987 
179.800315 
196.982344 
215.710755 

181.943425 
201.137767 
222.251544 
245.476699 
271.024368 

36 

11 

39 

4° 

148.913460 
160.337402 
172.561020 
185.640292 
199.635112 

187.102148 
203.070320 
220.315945 
238.941221 
j   259.056519 

236.124723 
258.375948 
282.629783 
309.066463 
337.882445 

299.  126805 

330.039486 
364.043434 

401.447778 
442.292556 

42 
43 
44 
45 

214.609570 
230.632240 
247.776496 
266.120851 
285.7493" 

280.781040 
304.243523 
329.583005 
356.949646 
386.505617 

369.291865 
403.528133 
440.845665 
481.521775 
525.858734 

487.851811 

592.400692 
652.640761 
718.904837 

46 

47 
48 
49 

306.751763 
329.224386 
353.270093 
378.999000 
406.528929 

418.426067 
452.900152 
490.132164 

530.342737 
573.770156 

574.186021 
626.862762 
684.280411 
746.865648 
815.083556 

791.795321 
871.974853 
960.172338 
1057.189572 
1163.908529 

COMPOUND  INTEREST,  II.— (CONTINUED.) 

The  amount  of  $i  per  annum  in  any  number  of  years. 


Years. 

7  per  Cent. 

8  per  Cent. 

•  9  per  Cent. 

10  per  Cent. 

51 

435.985955 

620.671769 

889.44.070 

1281.299382 

52 

467.504971 

671.325510 

970.490773 

1410.429320 

53 

501.230319 

726.031551 

1058.834943 

1552.472252 

54 

537-316442. 

785.114075 

1155.130088 

1708.719477 

55 

5/5.928593 

848.923201 

1260.091796 

1880.591425 

56 

617.243594 

917.837058 

1374.500057 

2069.650567 

57 

661.450646 

992  .  264022 

1499.205063 

2277.615624 

58 

708.752191 

1072.645144 

1635.133518 

2506.377186 

|9 

759-364844 

1159.456755 

1783.295535 

2758.014905 

60 

813.520383 

1253.213296 

1944.792133 

3034.816395 

61 

871.466810 

1354-470360 

2120.823425 

3339.298035 

62 

933.469487 

1463.827988 

2312.697533 

3674.227838 

63 

999.812351 

1581.934227 

2521.840311 

4042.650622 

8 

1070.799216 
1146.755161 

1709.488966 
1847.248083 

2749.805939 
.  2998.288474 

4447.915685 
4893.70725? 

66 
67 

1228.028022 
1314.989983 

1996.027929 
2156.710164 

3269.134436 
3564.356535 

5384.077978 
5923.485776 

68 

1408.039282 

2330.246977 

3886.148624 

6516.834354 

69 

1507.602032 

2517-666735 

4236.902000 

7169.517789 

70 

1614.134174 

2720.080074 

4619.223180 

7887.469568 

?i 

1728.123566 

2938.686480 

5035.953266 

8677.216525 

72 

1850.092216 

3174.781398 

5490.189060 

9545.938177 

73 

1980.598671 

3429.763910 

5985.306075 

10501.531995 

74 

2120.240578 

3705.145023 

6524.983622 

11552.685195 

75 

2269.657419 

4002.556624 

7113.232148 

12708.953714 

76 

2429.533438 

4323.761154 

7754.423041 

13980.849085 

77 

2600.600779 

4670.662047 

8453.321115 

I5379-933994 

78 

2783.642833 

5045.315011 

9215.120015 

16918.927393 

79 

2979.497831 

5449.940211 

10045.480817 

18611.820133 

80 

3189.062680 

5886.935428 

10950.574090 

20474.002146 

Si 

3413.297067 

6358.890263 

11937.125758 

22522.402360 

82 

3653.227862 

6868.601484 

13012.467077 

24775.642596 

8? 

3909.953812 

7419.089602 

14184.589114 

27254.206856 

84 

4184.650579 

8013.616770 

15462.202134 

29980.627542 

85 

4478.576120 

8655.706112 

16854.800326 

32979.690296 

86 

4793.076448 

9349.162601 

18372.732355 

36278.659326 

87 

5129.591799 

10098.095609 

20027.278267 

39907.525258 

88 

5489.663225 

10906.943258 

21830.733311 

43899.277784 

89 

5874.939651 

11780.498718 

23796.499309 

48290.205562 

90 

6287.185427 

12723.938616 

25939.184247 

53120.226119 

91 

6728  .  288407 

13742.853705 

28274.710829 

58433.248730 

92 

7200.268595 

14843.282002 

30826.434804 

64277.573603 

93 

7705.287397 

16031.744562 

33595.273936 

70706  .  3  30964 

94 

8245.657515 

17315.284127 

36619.848590 

77777-  964060 

95 

8823.853541 

18701.506857 

39916.634964 

85556.760466 

96 

9442.523288 

20198.627405 

43510.132110 

94113.436515 

97 

10104.499919 

21815.517598 

47427.044000 

103525.780164 

98 

10812.814913 

23561.759006 

51696.477960 

"3879.358i8o 

90 

11570.711957 

2?447.699726 

56350.160977 

125268.293998 

100 

12381.661794 

2-7484-515704 

61422.675465 

137796.123398 

120 

STANDARD  MORTALITY   TABLES. 


DESCRIPTION.* 

No.  i. — HALLEY'S  BRESLAU  TABLE. 

This  Table  was  deduced  by  the  celebrated  Astronomer 
EDMUND  HALLEY,  from  a  series  of  life  registers  kept  by  Dr. 
NEUMANN  in  the  city  of  Breslau  in  Silesia  during  the  years 
1687-91 3  and  was  the  first  Life  Table  which  had  any  pre 
tensions  to  accuracy.  It  was,  however,  regarded  as  inap 
plicable  to  English  lives,  and  has,  consequently,  never  been 
used  by  English  companies.  By  arranging  the  numbers  in 
the  second  column  of  this  Table,  Dr.  HALLEY,  all  uncon 
sciously,  laid  the  foundation  of  the  science  of  life  contin 
gencies. 

No.  2. — PRICE'S  LONDON  TABLE. 

This  Table  was  arranged  by  Dr.  RICHARD  PRICE  from 
the  bills  of  mortality  recorded  in  London  during  the  years 
1759-1768.  It  gives  a  high  rate  of  mortality,  and  has  not 
been  used  in  the  business  of  Life  Assurance. 

No.  3. — PRICE'S  SWEDISH  TABLE. 

This  was  the  first  National  Life  Table  ever  made,  and 
was  composed  by  the  eminent  Statistician  Dr.  RICHARD 
PRICE,  from  data  obtained  by  M.  WARGENTIN,  of  Stock 
holm,  from  seven  different  enumerations  of  the  whole  pop 
ulation  of  the  Kingdom  of  Sweden,  each  repeated  at  the 

*  For  the  purpose  of  securing  absolute  accuracy,  the  tables  which  follow  (with  the 
descriptive  matter)  are  those  carefully  collated  and  published  in  the  Insurance 
Reports  of  the  State  of  New  York. 


121 

end  of  three  years,  viz.,  in  1757,  1760,  1763,  1766,  1769, 
1772,  and  1775.  It  is  commended  for  its  general  accuracy, 
but,  owing  apparently  to  national  preferences,  has  not  been 
used  in  England. 

No.  4. — DEPARCIEUX'S  FRENCH  TABLE. 

This  Table  was  calculated  by  M.  DEPARCIEUX  from  the 
lists  kept  of  the  nominees  of  the  Tontines  of  Paris  and 
from  the  records  of  the  deaths  of  Parisian  annuitants  from 
1696  to  1742.  It  has  been  well  approved  as  giving  a  near 
approximation  to  the  expectation  of  assured  lives. 

The  results  of  M.  DEPARCIEUX'S  calculations  were  after 
ward  verified  by  comparison  with  the  mortuary  registers 
of  several  religious  houses  of  both  sexes  in  France. 

This  Table  is  referred  to  by  FRANCIS  BAILY  in  his  Trea 
tise  upon  the  Doctrine  of  Annuities  and  Assurances  (p. 
14),  published  in  1813,  as  particularly  fitted  to  form  a 
proper  basis  for  determining  the  value  of  annuities. 

No.  5. — PRICE'S  NORTHAMPTON  TABLE. 
This  Table   was  formed  by  Dr.  RICHARD  PRICE  from  re 
gisters   kept   in    the   Parish   of  All-Saints   in    the  town  of 
Northampton,   England,    during  the  years    1735   to    1780. 
Although   exceedingly  unjust  in  giving  a  too  high  rate  of 
mortality,   particularly  for  the  younger  and  middle  ages,  it 
was  the  first  Life  Table   brought  into  use  as  a  basis  for  the 
computation  of  Life  premiums,  having  been  adopted  by  the 
EQUITABLE  on   its  establishment  in  the   year    1762.      The 
Northampton  Table  long  continued  in   much  favor  with 
the  companies,  as  insuring  an  abundantly  safe  rate   of  pre 
mium  -,  so  much  so,  indeed,  as  to  secure  a  higer  profit,  with- 


122 


out  loading,  than  is  obtained  under  many  other  Tables  even 
with  the  addition  of  a  loading  of  20  or  30  per  cent.  This 
Table  is  still  used  by  a  majority  of  the  old  Life  Offices  in 
England  as  the  basis  for  their  rates  of  premium.  In  mak 
ing  valuations,  however,  the  results  are  generally  checked 
by  calculations  on  the  Carlisle  or  some  other  modern 
Table. 

No.  6. — MILNE'S  CARLISLE  TABLE. 

This  Table  was  formed  by  the  eminent  Actuary  JOSHUA 
MILNE,  from  the  observations  of  Dr.  HEYSHAM  on  the  mor 
tality  of  Carlisle,  England,  for  the  years  1778-87.  Though 
somewhat  defective  in  graduation,  it  is  far  more  satisfactory 
than  the  Northampton  Table  in  its  approach  to  accuracy ; 
for  which  reason  it  is  extensively  used  in  England  and 
very  generally  in  this  country. 

No.  7. — DAVIES'S  EQUITABLE  TABLE. 
Constructed  by  the  distinguished  Actuary  GRIFFITH  DA- 
VIES,  of  London,  and  revised  by  Mr.  MORGAN  in  1834. 
This  was  the  first  Table  based  upon  the  records  of  assured 
lives,  being  the  experience  of  the  Equitable  Society  from  its 
foundation  in  1762  to  1829. 

No.  8. — ACTUARIES'  OR  COMBINED  EXPERIENCE  TABLE. 

This  Table  is  based  upon  the  recorded  experience  of 
seventeen  Life  Companies  in  England,  and  was  deduced 
from  62,537  assurances,  under  the  superintendence  of  a 
committee  of  accomplished  actuaries.  The  Table  was  pub 
lished  by  Actuary  JENKIN  JONES  in  1843,  and  furnishes  a 
very  accurate  graduation  of  assured  lives. 


123 


No.  9. — QUETELET'S  BELGIAN  TABLE. 

This  Table  was  compiled  and  published  in  1856  by  the 
distinguished  philosopher  ADOLPHE  QUETELET,  of  Brussels. 
It  shows  a  higher  rate  of  mortality  than  the  English  Tables. 
In  the  form  here  presented,  the  Table  gives  the  combined 
decrement  and  expectation  of  male  and  female  lives. 

No.  10. — PARR'S  ENGLISH  TABLE  No.  i. 
For  this  very  accurate  Table  the  public  are  indebted  to 
the  philanthrophic  and  praiseworthy  efforts  of  the  indefati 
gable  physician  WILLIAM  FARR,  of  London.  It  was  com 
piled  from  the  entire  census  returns  of  lives  and  deaths  at 
all  ages,  in  the  realm  of  England,  during  the  year  1841,  and 
published  in  the  Sixth  Report  of  the  Registrar-General. 

No.  1 1 — FARR'S  ENGLISH  TABLE  No.  2. 

This  was  calculated  by  Dr.  WILLIAM  FARR,  subsequently 
to  his  Table  No.  1,  from  the  deaths  throughout  the  whole 
of  England  dusing  the  seven  years  1838-44.  From  these 
data  the  calculations  were  made  according  to  a  plan  recom 
mended  by  Professor  DE  MORGAN  and  Mr.  GRIFFITH 
DAVIES. 

No.  12. — FARR'S  ENGLISH  TABLE  No.  3. 

The  rate  of  mortality  deduced  from  this  Table  is  higher 
than  is  given  by  the  Carlisle  Table  or  by  either  of  the  two 
former  English  Life  Tables  of  the  author.  It  is  more  reg 
ular  in  its  graduation  than  the  Carlisle  Table,  while  at  the 
same  time  its  rate  approximates  more  nearly  that  assigned 
to  American  life. 


124 


I.  BRESLAU  TABLE  (EDMUND  HALLEY). 


Age. 

Living. 

Dying. 

Expectation. 

Age. 

Living. 

Dying. 

Expectation. 

l 

IOOO 

145 

33-" 

46 

387 

10 

19.05 

2 

855 

57 

37-77 

47 

377 

10 

18.55 

3 

798 

38 

39-43 

48 

367 

10 

18.04 

4 
5 

760 
732 

28 

22 

40.38 
40.90 

49 
50 

III 

II 
II 

17-53 
17.07 

6 

710 

18 

41  .  16 

335 

II 

16.61 

7 

692 

12 

41.22 

52 

324 

II 

16.16 

8 

680 

10 

40.94 

53 

II 

I5.7I 

9 

670 

9 

40.54 

54 

302 

10 

15.26 

IO 

661 

8 

40.08 

55 

292 

10 

H.77 

ii 

653 

7 

39-57 

56 

282 

IO 

14.27 

12 

646 

6 

38.99 

57 

272 

10 

13.79 

13 

640 

6 

38.35 

58 

262 

IO 

12.91 

•4 

634 

6 

37-71 

59 

252 

10 

12.79 

15 

628 

6 

37-07 

60 

242 

IO 

12.  JO 

16 

622 

6 

36.42 

61 

232 

10 

11.77 

17 

616 

6 

35-77 

62 

222 

10 

11.32 

18 

610 

6 

35-12 

63 

212 

IO 

10.83 

J9 

604 

6 

34.46 

64 

202 

IO 

10.24 

20 
21 

598 
592 

6 
6 

33.8o 
3J-I4 

SI 

I92 

182 

10 
10 

9.86 
9-37 

22 

586 

7 

32.49 

67 

172 

10 

8.89 

23 

579 

6 

31-85 

68 

162 

10 

8.40 

24 

573 

6 

31.29 

69 

152 

10 

7-93 

*5 

567 

7 

30.51 

7° 

142 

II 

7-45 

z6 

560 

7 

29.87 

71 

131 

II 

7.03 

27 

553 

7 

29.26 

72 

120 

II 

6.64 

28 

546 

7 

28.63 

73 

109 

II 

6.25 

29 

539 

8 

27.99 

74 

98 

IO 

5-89 

30 
31 

513 

8 
8 

27.41 
26.82 

3 

88 
78 

10 
10 

5  51 

5.IJ 

515 

8 

26.23 

77 

68 

10 

4.84 

23 

507 

8 

25.64 

78 

58  ' 

9 

4-59 

24 

499 

9 

25.04 

79 

49 

8 

4-34 

Ii 

490 
481 

9 
9 

24  .  50 
24.15 

80 
81 

34 

1 

4.08 
3.80 

37 

472 

9 

23  .60 

82 

28 

5 

3-54 

38 

463 

9 

23.26 

83 

23 

4 

?-'9 

39 

454 

9 

22.72 

84 

19 

4 

2.76 

4° 

445 

9 

22.  l6 

85 

15 

4 

2.37 

41 

436 

9 

21  .6l 

86 

ii 

3 

2.05 

42 

427 

10 

21  .06 

87 

8 

3 

1.63 

43 

417 

10 

20.55 

88 

5 

2 

0.80 

44 

407 

10 

20.04 

89 

3 

2 

o.3? 

45 

397 

10 

19-53 

90 

i 

I 

0.00 

125 


II.   LONDON  TABLE  (RICHARD  PRICE). 


Age. 

Living. 

Dying. 

Expectation 

Age. 

Living. 

Dying. 

Expectation. 

o         1518 

486 

17.90 

46 

262 

10 

I             1032 

200 

47 

252 

10 

2               832 

85 

48 

242 

9 

3 

747 

59 

49 

233 

9 

4 
5 

688 
646 

42 

23 

35.18 

5° 
5i 

224 
215 

9 
9 

15.84 

6 

623 

20 

52 

206 

8 

7 

603 

14 

53 

198 

8 

8 

589 

12 

54 

190 

7 

9 

577 

10 

55 

183 

7 

13.  91 

10 

567 

9 

34.91 

56 

176 

7 

ii 

558 

9 

57 

169 

7 

1Z 

549 

8 

58 

162 

7 

13 

54i 

7 

59 

155 

8 

14 
15 

534 

528 

6 
6 

33.32. 

60 
61 

147 
139 

8 

7 

11.69 

16 

522 

7 

62 

132 

7 

17 

5i5 

7 

63 

125 

7 

18 

508 

7 

64 

118 

7 

19 

20 

5oi 
494 

7 
7 

29.37 

8 

in 

104 

7 
7 

9.69 

21 

487 

8 

67 

97 

7 

22 

479 

8 

68 

90 

7 

*3 
24 

47  * 
463 

8 
8 

69 

70 

§ 

7 
6 

8.00 

*5 

455 

8 

20.60 

7i 

70 

6 

26 

447 

8 

72 

64 

6 

^7           439 

8 

73 

58 

5 

28 

4Ji 

9 

74 

53 

5 

29 

422 

9 

75 

48 

5 

6.27 

30 

413 

9 

24.11 

76 

43 

5 

3i 

404 

9 

77 

38 

5 

32 

395 

9 

78 

33 

4 

33 

386 

9 

79 

29 

4 

34 

377 

9 

80 

25 

3 

4.86 

35 

368 

9 

21.76 

81 

22 

3 

36 

359 

9 

82 

19 

3 

37 

?5o 

9 

»3 

16 

3 

38 

34i 

9 

84 

13 

2 

39 

33* 

10 

85 

ii 

2 

3.04 

40 

322 

10 

19-50 

86 

9 

2 

4» 

312 

10 

87 

7 

2 

42 

302 

10 

88 

5 

I 

43 

292 

10 

89 

4 

I 

44 

282 

10 

90 

3 

I 

45 

272 

10 

17-63 

126 


III.  SWEDISH  TABLE   (RICHARD  PRICE). 


Age. 

Living. 

Dying. 

Expectation. 

Age. 

Living. 

Djring. 

Expectation. 

o 
i 

2 

3 

4 
t 

lOOOO 

7805 
7296 
6952 
6707 
6564 

2195 
509 
344 
145 
143 

122 

34.41 
41-95 
44.92 
46.11 

46.78 
46.79 

49 

50 

52 
53 

54 

39H 
3846 
3761 
3674 
35*4 
3494 

78 
85 
87 
9° 
90 

91 

19.09 
18.46 
17-87 
17.29 
16.70 
16.12 

6 
7 
8 
9 

10 

ii 

12 
13 

17 

18 

'9 

20 
21 

22 

14 

17 
28 
19 

»o 

31 
J2 

6442 
6337 
6250 
6177 
6115 
6061 
6016 
5974 
5936 
5899 
5862 
5822 
5782 
5740 
5697 
5650 
5603 
5555 
5507 
5457 
5407 
5355 
5301 
5246 
5191 
5132 
5072 

105 

87 

11 

54 
45 

42 
38 
37 
37 
40 
40 
42 
43 
47 

3 

48 
50 
50 
51 
54 
55 
55 
59 
60 
62 

46.66 
46.43 
46.07 
45.61 
45.07 
44.38 
43.70 
43.01 
41-33 
41.64 
40.91 
40.19 
39-47 
38.74 
38.02 
37-33 
36.64 
35.96 
35.17 
34-58 
33-9* 
33-13 
32.56 
31.88 
31.21 
30.57 
2.9-94 

3 

57 
58 
59 
60 
61 
62 
63 
64 
65 
66 
67 
68 

69 

70 

71 
73 
74 

i 

81 

3403 
3312 
3220 
3125 
3030 
2930 
2822 
2708 
2590 
2471 
2354 
2236 
2118 
1997 
1873 
1749 
1622 
1489 
1354 
1214 
1084 
963 
848 
743 
648 

91 
95 
95 

100 

1  08 
114 

118 
118 
118 
118 
118 

121 
124 
124 

12.7 
133 
135 
140 
130 
121 

"5 

105 
95 
90 
90 
84 
75 

15.  5J 

14.95 
14-37 
13-79 
13.21 

12.63 

12.12 

n.6z 
II.  II 
10.61 

10.10 

9.62 

9.15 

8.67 

8.20 

7.7* 

7.32, 
6.89 

6.5J 

6.2J 

5-91 
5-59 
5.28 
4-96 
4.61 
4.28 
4.01 
3.80 

33 
24 

IS 

39 

40 

41 
43 
44 

8 

5010 
4947 
4884 
4825 
4767 
4709 
4651 

4591 
4526 

4453 
4375 
4197 
4219 
4H3 

63 
63 
59 
58 

I 

65 

78 
74 

29.  3° 
28.67 
28.03 

26.68 
26.01 
25-33 
24.66 
24.05 
23-44 
22.83 

22.22 
21.  6l 
20.98 

83 
84 
85 
86 

87 
88 

89 
90 

93 
94 
95 

309 
244 
189 
144 
109 
82 
62 
47 
33 

21 
II 

5 

2 

65 
55 
45 
35 

27 

20 
15 
14 
12 

/        10 
6 
3 

3-57 
3-39 
3-13 
3.09 
2.92 
2.71 

2.4J 

2.05 
1.71 
1.40 
1.23 

1.  10 
1.  00 

o  oo 

47 

4069 

72    i         20.35 

96 

1 

48     i     3997 

73    '         19-71 

97 

.                                                          = 

127 


IV.  FRENCH  TABLE  (M.  DEPARCIEUX). 


1 

Age. 

Living. 

Dying. 

Expectation. 

Age. 

Living. 

Dying. 

Expectation. 

3 

1000 

30 

47-71 

49 

59° 

9 

21.07 

4 
5 
6 

970 
948 
930 

22 

18 
15 

48.17 
48.27 
48.20 

50 
51 

52 

58i 

571 
560 

10 

ii 
ii  ' 

20.  38 
J9-73 
19.  ii 

7 

915 

13 

47.98 

53 

549 

ii 

18.48 

8 

902 

12 

47.66 

54 

538 

12 

17.85 

9 

890 

10 

47.30 

55 

526 

12 

17.25 

10 

ii 

880 
872 

8 
6 

46.83 
46  26 

56 

57 

502 

12 
13 

16.64 
16.02 

12 
13 
14 

866 
860 
854 

6 
6 
6 

45-58 
44.89 
44.20 

58 

s 

489 
476 
463 

13 
13 
13 

15-44 
14.84 
14.25 

11 

848 
842 

6 

7 

43.51 

42.82 

61 

62 

450 

437 

13 
14 

13.65 
13.04 

17 

835 

7 

42.17 

63 

423 

12.4? 

18 

828 

7 

41.52 

64 

409 

14                11.86 

*9 

821 

7 

40.87 

65 

395 

15 

II  .26 

20 
21 

814 
806 

8 
8 

40.22 
39.62 

!    66 
67 

380 
364 

16 

17 

10.69 
10.  14 

22 

798 

8 

39.00 

68 

347 

18 

9.6l 

23 

790 

8 

38.40 

69 

329 

19 

9-" 

24 

782 

8 

37.78 

70 

310 

8.64 

25 

774 

8 

37-17 

7  j 

291 

20 

8.17 

20 

766 

8 

36.55 

72 

271 

20 

7-73 

27 

758 

8 

35-93 

73 

251 

20 

7.31 

28 

750 

8 

35.30 

74 

231 

20 

6.  90 

29 

742 

8 

34-69 

75 

211 

IQ 

6.  50 

30 

734 

8 

34.06 

76 

I92 

19 

6.  10 

31           726 

8 

33-29 

77 

173 

19 

5  71 

32 

718 

8 

32.80 

78 

154 

18 

5  '36 

33 

710 

8 

32.16 

79 

IJ6 

18 

5.00 

34 

702 

8 

31.52 

80 

118 

17 

4.69 

35 

694 

8 

30.88 

81 

101 

16 

4-  39 

36 
37 

686 

678 

8 

7 

30.23 

29.58 

82 
83 

85 

14 

12 

4.01 
3-84 

38 

671 

7 

28.89 

84 

59 

II 

3.51 

39 

664 

7 

28.18 

85 

48 

10 

3  .  21 

40 

42 
43 
44 

657 
650 
643 
636 
629 

7 
7 
7 
7 
7 

27.48 
26.77 
26.06 

25-34 
24.62 

86 
87 
88 
89 
90 

38 
29 

22 

16 
ii 

9 
7 
6 
5 

4 

2.92 
2.67 
2.36 

2.06 

1.77 

45     i       622 
46     !       615 

7 
8 

23.89 
23.15 

92 

7 
4 

3 

2 

L50 
1.25 

47     i       607 
48     1      _599_| 

8               22.45 
9      1        21.74 

93 

94    ' 

2 
I 

I 
I 

/  .00 

o.oo 

1:28 


V.  NORTHAMPTON  TABLE   (RICHARD  PRICE). 


Age. 

Living. 

Dying. 

Expectation. 

Age. 

Living. 

Dying. 

Expectation. 

1 

o 

2 

\ 
I 

7 
g 

11650 

8650 
7283 
6781 
6446 

6249 
6065 
5925 
5815 

3000 
1367 
502 
335 
197 
184 
140 

no 

80 

25.18 

32.74 
37-79 
39-55 
40.58 
40.84 
41.07 
41-03 
40.79 

49     I     29  36 
50          2857 
51          2776 
52          2694 
53         *6i2 
54         2530 
55         2448 
56         2366 
57         "84 

79 
81 

82 
82 
82 
82 
82 
82 
82 

18.49 
17.99 
17-50 
17.02 
16.54 
16.06 
15.58 
15.10 
14-63 

9 

10 

ii 

12 
13 
14 

11 

17 

18 
19 

20 
21 
22 
23 

24 

s 

27 

28 
29 

30 

5735 
5675 
5623 
5573 
5523 
5473 
5423 
5373 
5320 
5262 

5199 
5132 

5060 
4985 
4910 
4835 
476o 
4685 
4610 
4535 
4460 
4385 
4310 

60 

52 
50 
50 
50 
50 
50 
53 
58 
63 
67 
72 
75 
75 
75 
75 
75 
75 
75 
75 
75 
75 
75 

40.36 
39.78 
39  -H 
38.49 
37.83 
37-17 
36.51 
35-85 
35-20 
34-58 
33  99 
33-43 
32.90 
32.39 
31-88 

30.85 
30.33 
29.82 
29.30 
28.79 
28.27 
27.76 

58 
59 
60 
61 
62 
63 

64 
65 
66 

67 
68 
69 

70 

72 
73 
74 

3 

77 
78 
79- 
80 

220? 
2120 
2038 
I956 
1874 
1793 
I7I2 
1632 
1552 
I472 
1392 
1312 
1232 
1152 
1072 
992 
9I2 
832 
752 

675 
602 
534 

82 
82 
82 
82 
8l 
81 
80 
80 
80 
80 
80 
80 
80 
80 
80 
80 
80 
80 
77 
73 
68 
65 
63 
60 

13.68 

13    21 

12-75 
12.28 
ii   81 

10^88 
10.42 
9.96 
9-59 
9-05 
8.60 
8  17 
7-74 
7-3i 
6.92 
6.54 
6.18 
5-83 
5.48 
5  ii 
4-75 

33 

34 
35 
36 

37 
38 
39 
40 

42 
43 
44 

4235 
4160 
4085 
i     4010 
3935 
3860 
3785 
37io 
3635 
3569 
3482 
3404 
3326 

75 
75 
75 
75 
75 
75 
75 

78 

s 

27-24 
26.72 
26.20 
25.68 
25.16 
24.64 
24.12 
23.60 
23.08 
22.56 
22.04 
21.54 
21.03 
20.52 

82 

11 

85 
86 
87 
88 
89 
i     90 
9i 
92 

93 
94 

346 
289 
234 
1  86 
145 
in 

46 
34 

3 

9 

57 
55 
48 

21 

16 

12 

10 

8 
7 
5 

4.09 
3.80 
3-58 
3-37 
3-19 
3.01 
2.86 
2.66 
2.41 
2.09 
i.  75 
1.17 
1.05 

46 

3170 

78 

20.02 

4 

3 

0.75 
o  50 

§ 

3092 

5014 

78 

19.51 
19.00 

96 

VI.  CARLISLE  TABLE  (JOSHUA  MILNE). 


Age 

Living. 

Dying. 

Expectation. 

Age. 

Living. 

Dying. 

I  Expectation. 

o 

10000 

1539 

38.721 

53 

4211 

68 

18.972 

I 

8461 

682 

44.674 

54 

4143 

70 

18.275 

2 

7779 

505 

47.546 

55 

4073 

73 

17.580 

3 

7274 

276 

49-812 

56 

4000 

76 

16.892 

4 

6998 

201 

50-757 

57 

3924 

82 

16.209 

5 

6797 

IZI 

5L244 

58 

3842 

93 

'5  545 

6 

6676 

82 

51.163 

59 

3749 

106 

14.918 

7 

6594 

58 

50.793 

60 

3643 

122 

H-337 

8 

6536 

43 

50.240 

61 

3521 

126 

13.817 

9 

6493 

33 

49.569 

62 

3395 

127 

13.3" 

10 

6460 

29 

48.820 

63 

3268 

125 

12.809 

ii 

6431 

48.038 

64 

3143 

125 

12.299 

12 

6400 

32 

47.268 

65 

3018 

124 

11.787 

13 

6368 

33 

46.503 

66 

2894 

123 

11.271 

14 

6335 

35 

45-742 

67 

2771 

123 

10.749 

6300 

39 

44-994 

68 

2648 

123 

10.225 

16 

6261 

42 

44.271 

69 

2525 

I24 

9  699 

17 
18 

6219 
6176 

43 
43 

43  •  567 
42.866 

.70 

2401 
2277 

124 

8  .  646 

19 

6133 

43 

42.163 

72 

2143 

{46 

8.156 

20 

6090 

43 

41  -'458 

73 

1977 

156 

7.715 

21 

6047 

42 

40-749 

74 

1841 

166 

7.327 

ZZ 

6005 

42 

40.030 

1675 

160 

7.00} 

23 

5963 

42 

39-309 

76 

1515 

156 

6.690 

5921 

42 

38.584 

77 

1359 

146 

6  .  401 

25 

5879 

43 

37-856 

78 

1213 

132 

6.  in 

26 

5836 

43 

37-I3I 

79 

1081 

128 

5.796 

27 

5793 

45 

36.403 

80 

953 

116 

5.507 

28 

5748 

50 

35-684 

81 

837 

112 

5.201 

29 

5698 

56 

34-993 

82 

725 

102 

4.928 

5642 

57 

34-336 

83 

623 

94 

4  652 

31 

5585 

57 

33-681 

84 

529 

84 

4-39° 

32 

5528 

56 

33-023 

85 

445 

78 

4.125 

33 

5472 

55 

32-356 

86 

367 

71 

3.895 

34 

5417 

55 

31.679 

87 

296 

64 

3.709 

35 

5362 

55 

30.999 

88 

232 

51 

3   395 

36 

5307 

56 

30.315 

89 

181 

39 

3.467 

37 

5251 

57 

29-633 

90 

142 

37 

3.282 

38 

5194 

58 

28.953 

105 

30 

3.262 

J9 

5136 

61 

28.274 

92 

75 

21 

3.367 

40 

5075 

66 

27.608 

93 

54 

14 

3.481 

5009 

69 

26.965 

94 

40 

10 

3.525 

42 

4940 

26.335 

95 

30 

7 

3  533 

43 

4869 

71 

25.712 

96 

23 

5 

3-457 

44 

4798 

71 

25.085 

97 

18 

4 

3.278 

45 

4727 

70 

24.454 

98 

14 

3.071 

46 

4657 

69 

23.814 

99 

ii 

2-773 

47 

4588 

67 

23.165 

100 

9 

2.278 

48 

4521 

63 

22.500 

1  01 

7 

1.786 

49 

4458 

61 

21.811 

IOZ 

5 

1.300 

4397 

59 

21.107 

IOJ 

3 

0.83} 

51 

4338 

62 

20.387 

104 

I 

0.500 

S2 

4276 

65 

19.676      I 

130 


VII.  EQUITABLE  TABLE  (GRIFFITH  DAVIES). 


Age. 

Living. 

Dying. 

Expectation. 

Age. 

Living. 

Dying. 

Expectation. 

10 

ii 

2844 
2833 

ii 
ii 

48.83 

48.02 

54 
55 

1785 
1744 

42 

18.43 

17.85 

12 

2822 

12 

47-20 

56 

1702 

43 

17.28 

13 

2810 

12 

46.40 

57 

1659 

44 

16.71 

14 

2798 

13 

45.60 

58 

1615 

45 

16.15 

ij 

2785 

44.81 

59 

1570 

46 

15.60 

16 

17 
18 
19 

2771 
2756 
2740 
2723 

1! 

44.04 
43-27 

42.52 
41.78 

60 
61 
62 
63 

1524 
1478 
1432 
1385 

1 

15.06 
14.51 
13.96 

^•42. 

20 
21 
22 
23 
24 

3 

2705 
2687 
2669 
2650 
2631 
2611 
2591 

18 
18 
19 
19 

20 
20 
21 

41  .06 
40.33 
39-°o      . 
38.88 
38.16 
37-44 
36.73 

64 

65 
66 
67 
68 
69 
70 

1337 
1288 
1238 
1187 
"35 
'    1082 
1028 

49 
50 

52 
53 
54 
54 

12.88 
12.35 
11.83 
11.32 

10.82 
10.32 
9.84 

27 

2570 

22 

36.02 

71 

974 

55 

9-36 

28 
3° 

2548 
2525 
2501 

23 
2-4 

24 

35-33 
34-65 
33-98 

72 
73 
74 

919 
864 
808 

55 

S£ 
56 

8.88 
8.42 
7-97 

2477 
2452 

3 

33-30 
32.64 

76 

752 
697 

55 
55 

7-52 
7.08 

33 
34 
35 
36 

37 

2426 
2400 
2.374 
2347 
2320 

26 

26 

27 

3 

3L98 
31.32 
30.66 
30.01 
29.35 

? 

79 
80 
81 

588 

534 

480 
426 

54 
54 
54 
54 
53 

6.64 
6.  20 
5.78 
5-38 
5.oo 

38 

2292 

28 

28.70 

82 

373 

52 

4.63 

39 

2264 

28 

28.05 

83 

321 

50 

-30 

4° 

2236 

28 

27.40 

84 

271 

47 

i  .00 

2208 

28 

26.74 

85 

224 

43 

-73 

42 

2180 

28 

26.07 

86 

181 

38 

•  50 

43 
44 
45 
46 

2152 
2123 
2093 
2063 

29 

30 
30 
30 

25.40 
24-75 
24.  10 
23.44 

87 
88 
89 
90 

143 
Hi 

85 
65 

S 

20 

16 

•  31 
.11 

•91 
.65 

47 

I     2033 

22.78 

91 

49 

13 

.36 

48 

1       2002 

32 

22.12 

92 

36 

ii 

.03 

49 

1970 

33 

21.47 

93 

25 

9 

.70 

5° 

1937 

35 

20.83 

94 

16 

7 

•  31 

51 

1902 

37 

i20.2O 

95 

9 

5 

-05 

52 

1865 

39 

19-59 

96 

4 

3 

53 

1       1826 

41 

|            19-00 

97 

1 

i 

i 

PQ 

1 

131 


VIII..    COMBINED    EXPERIENCE    TABLE    QENKIN 
JONES). 


Age. 

Living. 

Dying. 

Expectation. 

Age. 

Living. 

Dying. 

Expectation. 

10 

I  00000 

676 

48.36 

55 

63469 

1375 

16.86 

ii 

99324 

674 

47.68 

56 

62094 

1436 

16.22 

12 

98650 

672 

47-01 

60658 

H97 

15.59 

13 

H 

97978 
97307 

671 
671 

46.33 
45.64 

59 

59161 

57600 

1561 
1627 

14.97 
14-37 

15 

16 

96636 
95965 

671 
672 

44.96 

44-27 

60 
61 

55973 
54275 

1698 

1770 

13.77 
13.18 

»7 

95293 

673 

43.58 

62 

52505 

1844 

12.  6l 

18 

94620 

675 

42.88 

50661 

1917 

12.05 

»9 

93945 

677 

42.19 

64 

48744 

1990 

11.51 

20 

93268 

680 

41.49 

65 

46754 

2061 

10.97 

21 

92588 

683 

40.79 

66 

44693 

2128 

10.46 

22 

91905 

686 

40.09 

67 

42565 

2191 

9.96 

23 

91219 

690 

39-39 

68 

40374 

2246 

9-47 

24 

90529 

694 

38.68 

69 

38128 

2291 

9.00 

25 

89835 

698 

37.98 

70 

35837 

2327 

8-54 

i6 

89137 

703 

37.27 

^1 

3  35  10 

2351 

8.10 

27 

88434 

708 

36.56 

72 

31159 

2362 

7-67 

28 

87726 

714 

35-86 

73 

28797 

2358 

7.26 

29 

87012 

720 

35-15 

74 

26439 

2339 

6.86 

30 

86292 

727 

34-43 

75 

24100 

2303 

6.48 

31 

85565 

734 

33-72 

76 

21797 

2249 

6.  ii 

32 

84831 

742 

33-01 

77 

19548 

2179 

5.76 

33 

84089 

750 

32.30 

78 

17369 

2092 

5.42 

34 

83339 

758 

31.58 

79 

15277 

1987 

5.09 

II 

82581 
81814 

767 

30.87 
30.15 

80 
81 

13290 
11424 

1866 
1730 

4-78 
4.48 

37 

81038 

785 

29.44 

82 

9694 

1582 

4.18 

38 

80253 

795 

28.72 

83 

8112 

1427 

3-9° 

39 

79458 

805 

28.00 

84 

6685 

1268 

.63 

40 

78653 

815 

27.28 

85 

5417 

mi 

.36 

77838 

826 

26.56 

86 

4306 

958 

.10 

42 

77012 

839 

25-84 

87 

3348 

§11 

-84 

43 

76173 

857 

25.12 

88 

2537 

673 

•59 

44 

881 

24.40 

89 

1864 

545 

•  35 

45 

74435 

909 

23.69 

90 

1319 

427 

.  ii 

46 

73526 

944 

22.97 

91 

892 

J22 

.89 

47 

72582 

981 

22.27 

92 

570 

2JI 

•  67 

48 

71601 

IO2I 

21.56 

93 

339 

•  47 

49 

70580 

1063 

20.87 

94 

184 

95 

.28 

50 

69517  i 

1108 

20.18 

95 

89 

52 

.  12 

51 

68409 

1156 

I9-50 

96 

37 

24 

•  99 

52 

67253 

1207 

18.82 

97 

13 

9 

.89 

53 

66046  i 

1261 

18.16 

98 

4 

3 

•  75 

54 

64785 

1316 

17.50 

99 

i 

i 

•  50 

132 


IX.  BELGIAN  TABLE  (ADOLPHE  QUETELET). 


Age. 

Living. 

Dying. 

Expectation. 

Age. 

Living. 

Dying. 

Expectation. 

o 

i 

1000 

851 

•8 

38.18 
43.78 

50 
51 

409 
401 

8 
8 

19.59 
18.97 

2 

795 

31 

45.82 

52 

393 

8 

18.35 

3 

764 

46.64 

53 

385 

8 

17.70 

4 

I 

745 

730 
720 

15 

10 

9 

46.85 
46.77 
46.44 

54 

3 

377 
369 
361 

8 
8 
8 

17.06 
16.42 
15-77 

7 

711 

8 

46.02 

57 

353 

8 

15.12 

8 

703 

6 

45.51 

58 

345 

8 

14-45 

9 
10 

697 
691 

6 
5 

44-93 
44.28 

59 
60 

337 
328 

9 
10 

13.80 
13.16 

ii 

686 

4 

43.60 

61 

318 

ii 

12.56 

12 

682 

3 

42.95 

62 

307 

12 

11.97 

13 

679 

3 

42.04 

63 

295 

12 

"•43 

14 

676 

3 

41.22 

64 

283 

13 

10.92 

IJ 

673 

3 

40.40 

65 

270 

13 

10.43 

16 

670 

4 

39-58 

66 

257 

14 

9-93 

17 

666 

5 

38.81 

67 

243 

»4 

9-47 

18 

661 

8 

38.10 

68 

229 

H 

9.04 

19 

653 

8 

37-57 

69 

215 

15 

8.60 

20 

645 

8 

37.06 

70 

200 

15 

7.91 

21 

637 

9 

36.51 

71 

185 

15 

7.8J 

22 

628 

8 

36.01 

72 

170 

16 

7-57 

23 

620 

8 

35-49 

73 

154 

15 

II8 

24 

612 

7 

34.92. 

74 

'39 

15 

6.89 

605 

7 

34.32. 

75 

124 

13 

6.69 

26 

598 

7 

33.72 

76 

in 

12 

6.4* 

27 

33." 

77 

99 

II 

6.14 

28 

584 

6 

32.5° 

78 

88 

10 

5.86 

29 

578 

7 

31-85 

79 

78 

10 

5-54 

7 

31.24 

80 

68 

5.29 

31 

564 

8 

30.62 

81 

59 

5.01 

556 

8 

29.87 

82 

8 

4.72 

33 

548 

8 

29.49 

83 

43 

7 

4.51 

34 

54° 

8 

28.91 

84 

36 

6 

4.22. 

11 

532 
524 

8 
8 

28.34 
27-74 

85 
86 

30 
25 

5 
5 

3-97 
3-74 

37 

516 

8 

27.19 

87 

20 

4 

3-4S 

38 

508 

8 

26.60 

88 

16 

4 

3.29 

39 

500 

9 

26.03 

89 

12 

3 

3.09 

40 

49  * 

8 

25-47 

90 

9 

3 

3.  ii 

41 

483 

8 

24.91 

91 

6 

i 

3.12, 

42 

475 

8 

24.27 

92 

5 

i 

2.89 

43 

467 

8 

23.72 

93 

4 

i 

2.5- 

44 

459 

8 

23.13 

94 

3 

i 

2.12 

45 

8 

22.53 

95 

2 

0 

1.90 

46 

443 

9 

21.93 

96 

2 

i 

I.7I 

47 

434 

9 

21.37 

97 

I 

o                 1.50- 

48 

425 

8 

20.79 

98 

I 

I                0.08 

8                  20.20 

99 

O 

133 


X.   ENGLISH  TABLE  No.  i  (WILLIAM  FARR). 


Age. 

Living. 

Dying. 

Expectation. 

Age. 

Living. 

Dying. 

Expectation. 

0 

i  • 

IOOOO 

8536 

1463 
526 

41.17 

47.17 

51 
52 

4586 
45" 

75 
76 

19-83 
19.17 

z 

8010 

49-17 

53 

4434 

76 

18.50 

3 

7739 

185 

49.92 

54 

4358 

78 

I7.8J 

4. 

7553 

133 

50.08 

55 

4279 

84 

17-17 

5 

7420 

104 

50.00 

56 

4194 

90 

16.50 

6 

7315 

83 

49-75 

57 

4103 

96 

15.83 

7 

7232 

49-25 

58 

4007 

101 

15.17 

8 

7164 

48.75 

59 

3906 

106 

14.58 

9 

7108 

46 

48.08 

60 

3799 

112 

14.00 

10 

ii 

7061 
7022 

39 
36 

47.42 
46.75 

61 
62 

3687 
3569 

"7 
123 

13.42 
12.83 

12 

6985 

35 

46.00 

63 

3446 

128 

12.25 

13 

6950 

45-17 

64 

133 

".75 

H 

6909 

46 

44.42 

65 

3185 

138 

11.17 

15 

6862 

49 

43.65 

66 

3046 

142 

10.67 

16 

6813 

43-00 

67 

2904 

147 

10.17 

17 

6762 

51 

42-34 

68 

2759 

150 

9.67 

18 

6710 

52 

41.67 

69 

2606 

153 

9-25 

19 

6658 

52 

41.00 

70 

2453 

156 

8.75 

20 

6605 

53 

40.34 

2297 

157 

8.34 

21 

6552 

54 

39.67 

72 

2I3Q 

158 

7.92 

22      }      6497 

55 

39.00 

73 

1981 

158 

7-50 

23             6442 

56 

38.34 

74 

1823 

156 

7.08 

24 

25 

6386 
6329 

56 

57 

37.67 
37.00 

B 

1666 
i5iz 

154 
151 

6.75 
6.42 

26 

6271 

58 

36.34 

77 

1360 

146 

6.00 

27 

6213 

59 

35.67 

78 

1214 

140 

5.67 

28 

6154 

60 

35.00 

79 

1073 

134 

5-34 

29 

6094 

60 

34-34 

80 

939 

126 

5.08 

30 

6033 

61 

33-67 

81 

8i3 

117 

4-75 

31 

597i 

62 

33-00 

82 

696 

108 

4-50 

32 

59°9 

63 

32-34 

83 

588 

98 

4.25 

33 

5845 

63 

31.67 

84 

49° 

87 

4.00 

34 
35 

5782 
5717 

64 
65 

31.08          j     85 
30.42 

402 
324 

V 

3-75 
3.50 

36 

5651 

66 

29-75               87 

257 

57 

3-34 

37 

5585 

66 

29.08               88 

zoo 

47 

3.08 

38 

5518 

67 

28.42 

89 

152 

38 

2.92 

39 

545i 

68 

27.75         j      9° 

114 

32 

2.75 

40 

5382 

69 

27.17         ]      91 

82 

24 

2.58 

41 

5313 

69 

26.50         !|     92 

58 

18 

2.42 

42 

5243 

70 

25.83         1      93 

40 

13 

2.34 

43 

5173 

71 

25.17        ||     94 

27 

10 

2.17 

44 

5102 

71 

24-50         |     95 

17 

6 

2.08 

45 

5030 

72 

23.83          i     96 

II 

5 

1.20 

46 

4957 

73 

23.17        II     97 

6 

2 

1.16 

47 

4884 

73 

22.50          H     98 

4 

2 

1.  00 

48 

4811 

74 

21.83              99 

z 

I 

o.75 

49 

4736 

74 

21.17            loo 

i 

I 

0.00 

5° 

4662 

75 

20.58        II  101 

o 

134 


XI.    ENGLISH  TABLE  No.  2   (WILLIAM  FARR). 


1 

Age.  Living. 

| 

Dying. 

Expectation. 

Age. 

Living. 

Dying. 

Expectation. 

o   5126235  817531 

40.36 

55 

2147180   47003 

16.66 

I 

4308904!  281493 

46.95 

56 

2100177 

48530 

16.02 

2 

4027411,  145352. 

49.20 

57 

2051647 

51921 

15-39 

3 

3882059  95786 

50.03 

58 

1999726   55033 

14.77 

4 

3786273!  69451 

50.28 

59 

1944693   57914 

14.18 

5 

3716822   50073 

50.21 

60 

1886779   60599 

13.60 

6 

3666749   36653 

49.89 

61 

'826180!  63119 

13.03 

7 

3630096]  31331 

49.39    .I  42   1763061   65497 

12.48 

8 

3598765   26047 

48.81    II  63   1697564  67744 

11.94 

9 

10 

3572718 
3549742. 

22976 
19260 

48.16 

47-47 

64 
65 

1629820   69861 
1559959   71841 

11.42 
10.90 

II 

3530482 

16926 

46.73 

66 

1488118   73663 

10.41 

12 

3513556 

16658 

45-95 

67 

1414455 

75302 

9.92 

13 

3496888 

16496 

45.i/ 

68 

I339I53 

76718 

9-45 

14 

3480392 

19061 

44.38 

69 

1262435!  77871 

9.00 

IS 

3461331 

17203 

43.62 

70 

1184564!  78709 

8.55 

16 

3444128 

19532 

42.84 

7i 

11058555  79182 

8.13 

17 

3424596 

22674 

42.08      72 

1026673;  79234 

7-72 

18 

3401922 

25802 

41-35      73 

947439!  78817 

7.34 

*9 

3376120 

26861 

40.67    |  74 

868622;  77884 

6-94 

20 

33492.59 

27125 

39-99 

75 

7907  38  i  76400 

6.57 

21 

3322134 

27380 

39-31 

76 

714338;  74342 

6.22 

22 

3194754 

27629 

38.63 

77 

639996'  71704 

5.89 

2.] 

3267125 

17879 

37.96    I  78 

568292  68499 

5-57 

2-4 

3239246 

28128 

37.28     :   79 

499793   64759 

5.26 

25 

3211118 

28383 

36.60 

80 

435034  60540 

4-97 

26 

3182735 

28647 

35.92 

81 

374494   559J4 

4.70 

27 

3154088 

28924 

35.24 

82 

318580   50979 

4-44 

28 

3125164 

29215 

34-57 

83 

267601 

45839 

4.19 

29 

3095949 

29525 

33-89    j  84 

221762   40614 

3.96 

JO 

3066424 

29856 

33.21    i  85 

181148   35425 

3-74 

31 

3036568 

30208 

32-53 

86 

145723 

30387 

3-53 

32 

3006360 

30585 

31.85 

87 

115336 

25611 

3-33 

33 

2975775   30990 

31.17 

88 

89725 

21186 

•  14 

34 

2944785!  3142.0 

30.50 

89 

68539 

17184 

•97 

35 

2913365 

31886 

29.82 

90 

51355 

13652 

.80 

35 

2^81479 

32379 

29-15 

!  9^ 

377°3 

10611 

.65 

37 

2849100   32905 

28.47 

92 

27092 

8060 

•  50 

33   2816195   33464 

27.80 

93 

19032 

5977 

.36 

3}  1  2782731   34053 
40   2748678   34678 

27.I3 
26.46 

94 
95 

13055   4321 
8734   304? 

.23 
.11 

41   2714000   35334 

25.79 

96 

5691   2083 

.00 

42   1678666   36024 

25.12 

97 

3608 

1386 

•  89 

/3   2642642!  36743 

24.46 

98 

2222 

894 

-79 

44 

2605899;  37495 

23.79 

99 

1328 

559 

-69 

45 

2568404   38272 

23.13 

100 

769 

338 

46 

:  '.5301  321  39077 

22.48 

IOI 

431 

198 

47 

2491055   39908 

21.82 

102 

233 

in 

48 
49 

24511471  40759 
2410388!  41629 

21.17 

20.52 

103 
104 

122 

61 

61 
31 

50 

2368759 

42514 

19.87 

105 

30 

16 

51 

2326245 

43412 

19.22 

106 

14 

8 

52 

2282833   443M 

18.58 

107 

6 

3 

53 

2238518;  45219 

17-94 

1  08 

3 

2 

54   2193299'  46"9     17.30 

109        i      i 

XII.    PARK'S  ENGLISH    TABLE  No.  3.—  MALES.* 


Age. 

Living. 

Dying. 

Expectation. 

Age. 

Living. 

Dying. 

Expectation. 

0 

i 

z 
3 
4 

i 

7 
8 

5"745 
42.8026 
400505 
386290 
377077 
370358 
363325 
361372 
358062 

83719 
27521 
14215 
9213 
6719 
5033 
3953 
3310 
2734 

39-91 
46.65 
48.83 
49.61 
49.81 
49-71 
49-39 
48.92 
48.37 

55 
56 
57 
58 
59 
60 
61 
6z 

209539 
204395 
199114 
193686 
188102 
182350 
176421 
170303 
163989 

5144 
5z8i 
5428 
5584 
5752 
5929 
6118 
6314 
6515 

16.45 
15.86 
15.26 
14.68 
14.10 
13-53 
12.96 
12.41 
11.87 

9 
10 

355328 
553031 

2297 
1983 

47-74 
47-05 

£ 

Si 

157474 
150754 

6^zi 

11.34 

10.  8z 

ii 

351048 

1776 

46.31 

66 

143833 

7"5 

10.  32 

IZ 

13 

14 
15 

16 

17 

349272 
347606 
345969 
344290 
342509 
340581 

1666 
1637 
1679 
1781 
1928 

ZII2 

45-54 
44.76 
43-97 
43-18 
42.40 
41.64 

67 
68 

69 

70 

72 

136718 
129421 

H4370 
106675 
98919 

7297 
7458 
7593 
7695 
7756 
7770 

I]  36 

8.90 
8.45 
8.03 
7.62 

18 

19 

zo 

ZI 

22 
23 
24 
25 
26 
27 

z8 
29 
30 
31 
32 
33 

338469 
336149 
333608 
330844 
328043 
325207 
322339 
319442 
316516 
313562 
310581 
307572 
304534 
301466 
-98366 

295Sl 

Z3ZO 
Z54i 
2764 
z8oi 

z868 
2897 

2954 

3009 
3038 
3068 
3100 

3134 

3171 

40.90 
40.17 
39.48 
38.80 
38.13 
37.46 
36.79 
36.12 

35-44 

34-77 
34-10 
33-43 
32.76 
32.09 
31.42 
30-74 
30.07 

73 
74 
75 
76 
77 
78 
79 
80 
81 
8z 
83 
84 
85 
86 
87 
88 
89 

91149 
83416 

75777 
68294 
61026 
54036 
4738i 
41115 
35283 
29922 
25060 
20711 
16877 
13549 
10709 
8325 
6360 

7733 
7639 
7483 
7268 
6990 
6655 
6266 
5832 
536i 
4862 
4349 
3834 
3328 

2384 
1965 
1590 

7.22 
6.85 
6.49 
6.  IS 
5.82 
S-SI 
5.21 
4-93 
4.66 
4.41 
4-17 
3-95 
3-73 
3-53 
3-34 
3.16 

.00 

34 
35 
36 

P 

39 

40 

42 

288850 
285596 

282296 

278944 
275538 
272073 
168544 

3254 
3300 
"52 
3406 
3465 
3529 
3596 
3668 

29.40 
28.73 
z8.o6 

27-39 
z6.7z 
26.06 
25.39 
54-73 

90 

92 
93 
94 
95 
96 
97 

4770 
35io 
2531 
1787 
1234 
833 
548 
352 

iz6o 
979 
744 
553 
401 
z85 
196 

lll 

•^4 
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•  SS 
•  41 
•29 

•3 

•95 

43 

z6iz8o 

3746 

24.07 

98 

220 

86 

.85 

44 
45 

257534 
253708 

38z6 
39iz 

22.76 

99 

100 

134 

55 
33 

.76 
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46 

47 

24979° 
245795 

4001 
4095 

22.  1  1 
ZI.4& 

101 

102 

25 

21 
II 

48 

4192 

zo.  8z 

103 

14 

7 

49 

237508 

4292 

zo.i7 

104 

7 

3 

5° 

Z332I6 

4395 

19-54 

105 

4 

2 

51 

Z288zi 

4626 

18.90 

106 

z 

I 

52 

254195 

4758 

i8.z8 

IOZ 

1 

I 

53 

219437 

4885 

17.67 

1  08 

o 

o 

54 

214552 

5013 

17.06 

109 

*Dr  Farr's  English  Life,  Males,  No.  3,  has  recently  been  adopted  by  the 
Legislature  of  New  York  as  the  basis  of  annual  valuations  of  life  policies  by 
the  New  York  Insurance  Department— interest  assumed  at  5  percent. 


136 


°  II 

III 


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DISCOUNT  TABLE.* 

Present  Value  of  One  Dollar,  due  at  the  end  of  any  number  of  Years   not 
exceeding  100. 


End 
of 
Year. 

4  per  Cent. 

5  per  Cen'. 

6  per  Cent. 

End 
of   4  per  Cent. 
Year.  ! 

5  per  Cent.  6  per  Cent. 

l 

.961538 

.952381 

.943396 

5i 

.135301 

.083051    .051215 

2 

.924556 

.907029 

.889996 

52 

.  i  30097 

.079096    .048316 

3 

.888996 

.863838 

.839619 

53 

.125093 

.075330    .045582 

4 

.854804 

.822702 

•  792094 

54 

.120282 

.071743  :  .043001 

5 

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55 

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.  040567 

6 

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.704961 

56 

.111207 

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7 

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57 

.106930 

.061974 

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8 

.730690 

.676839 

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58 

.102817 

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59 

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to 

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.588395 

60 

.095060 

.053536 

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il 

.649581 

.584679 

.  526788 

61 

.091404 

.050986 

.028598 

12 

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.556837 

.496969 

62 

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.048558 

.  026980 

13 

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.468839 

63 

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.  046246 

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14 

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.  505068 

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69 

.066788 

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.018943 

20 

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.  376889 

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.052784 

.025752 

.012649 

26 

.  360689 

.-^81241 

.219810  , 

76  i  .050754 

.024525 

.011933 

27 

.  346817 

.267848 

.207368  ! 

77  !  .048801 

.023353  1  .011258 

28 

•333477 

.255094 

.195630 

78    .046924 

.022245   .010620 

29 

.320651 

.242946 

.184557 

79  1  .045120 

.021186  i  .010019 

30 

•308319 

.231377 

.i74"o 

80 

•043384 

.020177  j  .009452 

JI 

.  296460 

.220359 

•  164255 

Si 

.041716 

.019216 

.008917 

31 

.285058 

.209866 

•154957 

82 

.040111 

.018301 

.008412 

33 

.274094 

.  199873 

.146186 

S3 

.038569 

.017430 

.007936 

34 

.263552  |  .190355 

.137912 

84 

.037085 

.016600 

.007487 

35 

•253415 

.181290 

.130105 

85 

.035659   .015809 

.  007063 

36 

.243669 

.172657 

.122741 

86 

.034287 

.015056 

.006663 

37 

.234297 

.  164436 

."5793 

87    .032969 

.014339 

.006286 

38 

.225285 

.156605 

.109239 

88 

.031701 

.013657 

.005930 

39 

.216621 

.  149148 

.103056 

89 

.030481 

.013006   .005595 

40 

.  208289 

.  142046 

.097222 

90    .029309 

.012387  |  .005278 

41 

.  200278 

.135282 

.091719 

91  1  .028182 

.011797   .004979 

42 

.192575 

.128840 

.086527 

92 

.027098 

.011235 

.004697 

43 

.185168 

.122704 

.081630 

93 

.  026056 

.010700 

.004432 

44 

.178046 

.116861    .077009 

94 

.025053 

.010191 

.004181 

45 

.171198 

.111297    .072650 

95 

.024090 

.009705 

.003944 

46 

.164614 

.105997    .068538 

96 

.023163 

.009243 

.003721 

47 

.158283 

.100949    .064658  j 

97 

.022272 

.008803 

.003510 

48 

.152195 

.096142    .060998 

98 

.021416 

.008384 

.003312 

49 

.146341 

.091564    .057546 

99   .020592 

.007985 

.003124 

50 

•140713 

.087204  j  .054288 

100 

.019800 

.  007604  i  .  002947 

*  This  Table  shows  the  present  value  of  future  payments  of  One  Dollar  for  any 
number  of  years  to  100,  and  will  prove  useful  both  to  the  student  of  the  science 
and  to  the  solicitor. 


COMPARATIVE  MORTALITY  TABLE— I. 

Showing  how  many  Persons  will  survive  each  Year  out  of  the  number  starting  in 
the  Year  of  life  indicated  by  the  several  Tables. 


Age. 

Dr.  Farr's 
English 
Life. 
Male  No.j. 

Actuaries. 

Adjusted 
Experience 
of 

Mut.  Life.* 

1 

Age. 

Dr.  Farr's 
English 
Life. 
Male  No.  3 

Actuaries. 

Adjusted 
Experience 
of 
Mut.  Life.* 

o 

5",745 

55 

209,539 

63,469 

65,208 

I 

428,026 

56 

204,395 

62,094 

64,122 

2 

400,505 

57 

199,114 

60,658 

62,991 

I 

386,290 

58 

193,686 

59,161 

61,806 

4 

377,077 

59 

188,102 

57,600 

6o,559 

5 

370,358 

60 

182,350 

55,973 

59,242 

6 

365,325 

61 

176,421 

54,275 

57i843 

7 

361,372 

62 

170,303 

52,505 

56,358 

8 

358,062 

63 

163,989 

50,661 

54,78o 

9 

355,328 

64 

157,474 

48,744 

53,105 

10 

353,031 

100,000 

100,000 

65 

150,754 

46,754 

51,331 

ii 

351,048 

99,324 

99,259 

66 

143,833 

44,693 

49,453 

12 

349,372 

98,650 

98,520 

67 

136,718 

42,565 

47,475 

13 

347,606 

97,978 

97,782 

68 

129,421 

40,374 

45,393 

H 

345,969 

97,307 

97,045 

69 

121,963 

38.128 

43,200 

15 

344,290 

96,636 

96,309 

70 

H4,37o 

35,837 

40,896 

16 

342,509 

95,965 

95,574 

7i 

106,675 

33,5io 

38,469 

17 

340,581 

95,293 

94,84° 

72 

98,919 

3i,i59 

35,930 

18 

338,469 

94,620 

94,107 

73 

91,149 

28,797 

33,307 

'9 

336,149 

93,945 

93,375 

74 

83,416 

26,439 

30,577 

20 

333,6c8 

93,268 

92,644 

75 

75,777 

24,100 

21 

330,844 

92,588 

91,912 

76 

68,294 

21,797 

22 

328,043 

91,905 

91,180 

77 

61,026 

19,548 

23 

325,207 

91,219 

90,447 

78 

54,036 

17,369 

24 

322,339 

90,529 

89,714 

79 

47,38i 

15,277 

iy',66^ 

25 

319,442 

89,835 

88,980 

80 

41,115 

13,290 

26 

316,516 

89,137 

88,245 

81 

35,283 

11,424 

27 

313,562 

88,434 

87,510 

82 

29,922 

9,694 

28 

310,581 

87,726 

86,774 

83 

25,060 

8,112 

29 

307,572 

87,012 

86,037 

84 

20,711 

6,685 

7,732 

30 

304,534 

86,292 

85,299 

85 

16,877 

5,417 

31 

301,466 

85,565 

84,561 

86 

13,549 

4,306 

32 

298,366 

84,831 

83,822 

87 

10,709 

3,348 

33 

295,232 

84,089 

83,083 

88 

8,325 

2,537 

34 

292,061 

83,339 

82,343     ! 

89 

6:360 

1,864 

2,156 

35 

288,850 

82,581 

81,603 

90 

4.  770 

1,319 

36 

285,596 

81,814 

80,863 

9i 

3^510 

892 

37 

282,296 

81,038 

80,123 

92 

2,53i 

57° 

38 

278,944 

80,253 

79,385 

93 

1,787 

339 

39 
40 

275,538 
272,073 

78^653 

78,649 

77,917 

94 
95 

i,234 
833 

184 

89 

213 

4i 

268,544 

77,838 

77,191 

96 

548 

37 



42 

264,948 

77,012 

76,470 

97 

352 

13 

43 

261,280 

76,173 

75,753 

98 

220 

4 

44 

257,534 

75,3i6 

75,0]  A 

99 

134 

i 

i 

45 

253,708 

74,435 

74,30? 

100 

79 

0 

0 

46 

249,796 

73,526 

73,555 

ICI 

46 

47 

245,795 

72,582 

72,7/1 

102       ! 

25 

48 

241,700 

71,601 

71,947     : 

103   ; 

14 

49 

237,508 

70,580 

71,080 

104   ! 

7 

50 

233,216 

69,517     ' 

70,172 

105     j 

4 

51 

228,821 

68,409 

69,231 

106 

2 

52 

224,195 

67,253 

68,265 

107 

I 

53 

219,437 

66,046 

67,275 

1  08 

O      • 

54    ; 

214,552 

64,785 

66,257     II 

! 

i 

i 

*  This   does  not   by  any  means   give  the  exact  mortality  experienced  by  the  Mu 
tual  Life  Insurance  Company. 


COMPARATIVE  MORTALITY  TABLE— II.* 


Showing  the  number  expected  to  die  out  of  1,000  persons  entering  each  year,  ac 
cording  to  three  English  and  one  American  Experience  Tables  ;  also,  in  the 
fifth  column,  the  number  actually  dying,  as  proven  by  the  Massachusetts  Com 
missioners'  observations  among  insured  lives  during  seven  years — 1859  to  1865. 


Age. 

English  Life. 
No.  3. 

Carlisle. 

Actuaries. 

Mutual  Life. 
General 
Experience. 

Massachusetts 
Experience. 

7  years. 

2? 

9  20 

7-31 

7-77 

8.26 

7.01 

z6 

9-38 

7-36 

7.88 

8.33 

6.69 

27  ' 

9-55 

7-76 

8.00 

8.41 

6.59 

28 

9-74 

8.69 

8.13 

8-49 

6.74 

29 

9-93 

9.82 

8.27 

8-57 

6.80 

3° 

10.13 

IO.IO 

8.42 

8.66 

7.42 

3i 

IQ.34 

10.20 

8-57 

8-74 

8.01 

32. 

10.56 

10.13 

8-74 

8.82 

6.76 

33 

10.80 

10.05 

8.91 

8.91 

6.05 

34 

11.05 

IO.I5 

9.09 

8-99 

8.14 

35 

".33 

10.25 

9.28 

9.07 

7-43 

36 

11.62 

10.55 

9.48 

9.15 

6.34 

37 

"•94 

10.85 

9.68 

9.21 

6.56 

38 

12.29 

II.IO 

9.90 

9.27 

8.12 

39 

12.65 

11.87 

16.13 

9-3i 

8.51 

40 
4i 

13.06 
13-48 

13.05 

13-77 

10.36 
10.  61 

9.J2 

9-34 

8.68 
7-83 

42 

13.94 

14-37 

10.89 

9-38 

8.40 

43 

M-44 

14.58 

".25 

9-49 

7.09 

44 

M-97 

M-79 

11.69 

9.72 

9-49 

45 
46 

15-54 
16.15 

14.80 
I4.8I 

12.21 
12.83 

IO.IO 

10.66 

8.53 
9-74 

47 

16.18 

I4.60 

13.51 

"-33 

9.19 

48 
49 

17.49 
18.23 

I3.9; 
13.68 

14.25 
I5.06 

12.05 
12.77 

10.28 
9-59 

5° 

19.02 

13.41 

15-93 

13.41 

9-73 

5i 

20.42 

14.29 

16.89 

13-95 

10.14 

52 

21-45 

15.20 

17-94 

I4.5I 

10.63 

53 

22.51 

I6.I4 

19.09 

15.13 

13.13 

54 
55 

23.64 

24.85 

16.89 
17.92 

20.31 

21.66 

15.83 
16.66 

14-34 
12.07 

56 

26.17 

19.00 

23.12 

17.64 

n.3o 

57 

27.63 

20.89 

24-67 

18.81 

16.46 

58 

29.25 

24.20 

26.38 

20.17 

17.04 

59 

31.05 

28.27 

28  24 

21.75 

19-77 

60 

33-05 

33.48 

30.33 

23.61 

20.95 

61 

35-29 

35-78 

32.61 

25.68 

20.79 

62 

37-77 

37-4° 

35-12 

28.00 

18.92 

63 

40.53 

38.25 

37.83 

30.57 

27.48 

64 

43.60 

39-77 

40.82 

33-40 

25-55 

65 

46.98 

41.08 

44.08 

36.59 

35-13 

66 

TO.  71 

42.50 

47.61 

40.00 

30.07 

67 
68 

54.83 

59-33 

44.38 
46.45 

51-47 
55.63 

43.86 
48.31 

40.15 
42.65 

69 

64.25 

49.10 

60.08 

53-33 

33-05 

70 

69.62 

51.64 

64.93 

59-35 

68.00 

99 

1000.00 

IOOO.OO 

1000.00 

*  As  it  will  be  interesting  and  instructive  still  farther  to  show  the  results  of  ob 
servations  upon  AMERICAN  lives,  in  comparison  with  other  calculations  made  in 
England,  we  append  two  other  Comparative  Mortality  Tables. 


Ill 


COMPARATIVE  MORTALITY  TABLE— III. 

Showing  the  number  of  deaths  in  the  year  following  each  year  of  age  from 
twenty-five  to  seventy  inclusive,  out  of  one  thousand  persons  living  at 
each  of  such  ages,  according  to  the  experience  of  the  three  several  Tables 

of  mortality  known  as  the  Carlisle,  the  Actuaries*  or  Combined  Ex 
perience,  and  the  English  Life,  compared  with  Mutual  Benefit 
Tables. 


I-DOOM 
Lira. 

AGE. 

Deaths  in  next  y* 
Mutual  Benefit. 

Deaths  in  next  yea 
Carlisle. 

Deaths  in  next  yea 

Actuaries. 

Deaths  in  next  ye»f 
English  Life. 

IOOO 

25 

4.24 

7.31 

7-77 

9.20 

IOOO 
IOOO 

26 
27 

10.29 
9.91 

7.36 
7.76 

7.88 

i.oo 

9-38 
9.55 

IOOO 

28 

8.4z 

8.69 

8.13 

9-V4 

IOOO 

29 

8.3Z 

9.8z 

8.27 

9-9J 

IOOO 

30 

6.98 

10.10 

8.42 

10.13 

IOOO 

31 

8.28 

10.  ZO 

8.57 

10.34 

1000 

32 

9.80 

10.13 

8.74 

10.56 

1000 

33 

8.18 

10.05 

8.91 

lo.  80 

IOOO 

34 

9.71 

10.15 

9.09 

11.05 

IOOO 

35 

7.52 

10.25 

9.28 

11.  3J 

IOOO 

36 

8.69 

io.55 

9.48 

11.62 

IOOO 

o7 

9-74 

10.85 

9.68 

11-94 

IOOO 

38 

8.91 

II.I6 

9.90 

iz.zg 

IOOO 

39 

10.21 

11.87 

10.13 

12.65 

IOOO 

40 

7.58 

13.05 

10.36 

13.06 

IOOO 

41 

12.01 

13.77 

10.  61 

J3.48 

IOOO 

42 

8.24 

14.37 

10.89 

IOOO 

43 

12.03 

14.58 

11.25 

14-44 

IOOO 

44 

11.38 

14-79 

11.69 

14.97 

IOOO 
IOOO 

45 
46 

10.  II 

8.33 

14.80 
14.81 

12.21 
12.83 

15.54 
16.15 

IOOO 

47 

12.63 

14.60 

13.51 

16.80 

IOOO 
IOOO 

48 
49 

12.60 
11.13 

13-93 
13.68 

14.25 
I5.06 

17-49 
18.23 

IOOO 

50 

16.30 

13-41 

15-9J 

19.02 

IOOO 

51 

14.09 

14.29 

16.89 

20.42 

IOOO 

52 

11.25 

15.20 

17.94 

21.45 

IOOO 

53 

19.50 

16.14 

19.09 

IOOO 
IOOO 
IOOO 

54 
55 
56 

15.27 
12.95 
20.69 

16.89 
17.92 
19.00 

20.31 

21.66 
23.  iz 

23.64 
04.85 
26.17 

IOOO 

IOOO 

Si 

21.76 
19-58 

zo.89 
24.20 

24.67 
26.38 

27.63 
29.25 

IOOO 

59 

21.13 

28.27 

28.24 

31.05 

IOOO 

60 

26.67 

33.48 

30.33 

33-05 

IOOO 

61 

28.24 

35.78 

32.61 

35-29 

IOOO 
IOOO 

62 
63 

26.03 
17.76 

37.40 
38.25 

35.12 

37.83 

37-77 
40.53 

IOOO 

64 

17.59 

39-77 

40.82 

43-6o 

«000 

65 

16.55 

41.08 

44.o8 

46.98 

IOOO 

66 

40.98 

42.50 

47.6i 

50.71 

IOOO 
IOOO 

67 
68 

34-31 
53.89 

44.38 
46.45 

5L47 
55.63 

54.83 
59-33 

IOOO 

69 

23.08 

49.10 

60.08 

64.25 

IOOO 

70 

26.78 

51.64 

64.93 

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3 

WYNKOOP  &  HALLENBECK 


No.  113  Fulton  Street, 
NEW  YORK, 

Are  fully  prepared  with  New  Presses,  New  Type,  New  Materials,  and  all  the  latest 
improvements  in  the  Typographical  Art,  to  execute 

AILL    KINDS    OF    PRINTING, 

SUCH  AS 

BOOKS,  PAMPHLETS,  PERIODICALS, 

CARDS,  SHOW  BILLS,  PRICE  LISTS, 

CIRCULARS,  HAND  BILLS,  CATALOGUES, 

BILL  HEADS,          SHOW  CARDS,          RECEIPTS, 
CHECKS,,  ENVELOPES,  LABELS,   &c., 

IN  THE 

Neatest  Style  and  at  the  Lowest  Cash  Prices. 


Our  long  experience  in  the  business,  and  the  increased  facilities  and  advantages 
of  our  New  establishment,  enable  us  to  assure  entire  satisfaction  to  all  favoring  us 
with  their  orders. 

The  Largest  Jobs  issued  at  a  few  hours'  notice. 

Grateful  for  the  liberal  patronage  heretofore  extended  to  us,  it  shall  be  our  aim, 
by  constant  personal  attention  to  the  wishes  of  oar  customers,  and  by  maintaining 
the  reputation  of  our  house  for  Excellence,  Punctuality  and  Cheapness,  to  deserve 
its  continuance. 

^YNKOOP  &  HALLENBECK. 
113  Fulton  Street,  N.  Y. 


UNIVERSITY  OF  CALIFORNIA  LIBRARY 
This  book  is  DUE  on  the  last  date  stamped  below. 


four tE  day 
iar  on  seventh  day 


NOV  6    1947 


;- 


MAY  4 


LD  21-100m-12,'46(A2012sl6)4120 


YC  23359 


